Serve Before You Sell: Jacksonville Realtor Tiara Bolton Ep 345

REE #345 Transcript

[00:00:00] Tiara Bolton: I truly love real estate, 'cause I really do. I know it's such a cliche, but I love helping people. I love puzzles, so, when I'm presented with an opportunity, I just love to be able to figure out how I can help that some- how I can serve them, help out in the best way possible. Hey, welcome

[00:00:50] Tracy Hayes: back to the Real Estate Excellence Podcast. My guest today is a Jacksonville native. With more than 22 years in this market, she has worked luxury and waterfront, new construction, [00:01:00] relocation, investing, property management, title, and eight years specializing in bank-owned properties. From Jacksonville and the beaches to Ponte Vedra, St. Johns County, and St. Augustine, she knows these communities beyond the MLS. She's a Realtor with Momentum Realty, and her philosophy is simple: serve before you sell. Let's welcome Tierra Bolton to the show. All right. Thank you for having me. Welcome, welcome. I'm gonna move the mic you, 'cause I know you're soft-spoken. There we go. Yes, I am. Well, I, I'm glad to get on. you know, just sitting here speaking to you, pre-show and your experience, and we wanna get that out of you today. I think w- we need to share, you know, like I said, you, you've, a bit about your family being involved in it. You've had multiple units, you and your husband. You've had rental properties. You've had foreclosures during the downtime, situation that, crashed. These are all experiences and knowledge that you have that a lot of people don't that are actually still in the business. Well, there's, there's some great agents I've had on [00:02:00] that have been through that 2006, '7, ' 8, '9 timeframe, but there are very few, and most of the agents out there have only been in the business five or six years when you really think about it, a lot of the agents that are out there moving and, and grooving. So, so you have a lot of knowledge, and we're gonna pull that out of you today.

[00:02:15] Tiara Bolton: Okay.

[00:02:15] Tracy Hayes: All right? So, let's, go back to sort of the beginning. We were talking about it a little bit. as you mentioned to me, you bought your first home when you were 18 years old.

[00:02:23] Tiara Bolton: Yep.

[00:02:23] Tracy Hayes: So go back, let's go back to that time, and that your, I guess who What was the situation that you're, like 18, instead of going, just going and in an apartment, you're like, "I'm gonna go buy my own house"?

[00:02:33] Tiara Bolton: Well, I kinda do things backwards. I moved out of my house at a early age and, kind of on my own, and, ended up getting pregnant. So becoming a mom, my mind shifted. I had to realign myself with people who I were talking to and hanging around, I had someone else I had to care for, so I didn't wanna move back home. so I just took the opportunity as a first-time home buyer. I looked into a couple programs. I, you know, talked to an agent

[00:03:00] at my church, and he helped me purchase my first home. It was a town home, and I ended up it two years later and made a lot of money.

[00:03:07] Tracy Hayes: Excellent. So, what'd you, what did you pay for it at the time?

[00:03:09] Tiara Bolton: I think I paid 83,200 for a townhome off of Laurelwood Drive- Mm-hmm ... in Mandarin, and I ended up selling it for, almost 200,000.

[00:03:18] Tracy Hayes: Oh, wow.

[00:03:19] Tiara Bolton: Two bedroom. It was two master suites. It beautiful. My son still talks about that

[00:03:23] Tracy Hayes: house. Wow. The fact he remembers it that f- that go back-

[00:03:26] Tiara Bolton: He's 27.

[00:03:27] Tracy Hayes: Yes. So yes,

[00:03:28] Tiara Bolton: he's been around.

[00:03:30] Tracy Hayes: D- you use a down payment assistance program?

[00:03:32] Tiara Bolton: I used a Head Start to Home program.

[00:03:33] Tracy Hayes: Which they give you 100% financing?

[00:03:35] Tiara Bolton: 100%. It was second loan, I think. you know, you had t- five years to live there. As long as you, you know, didn't sell, you had, to have repay. So I have to, like, prorate the portion of when I lived and sell, because I ended up finding my husband during that time. Mm-hmm.

[00:03:49] Tracy Hayes: And

[00:03:49] Tiara Bolton: even though he moved in, helped me renovate it, get it to where I could it and make the best profit and purchase our house together.

[00:03:57] Tracy Hayes: You just wanted a bigger place.

[00:03:58] Tiara Bolton: We needed a bigger place. a big- I had my

[00:04:00] daughter on the way. okay. I And it was a three-bedroom, two and a half bath town home, so yeah.

[00:04:03] Tracy Hayes: Right. Well, that's a story right there that, a lot of agents when they get in the business, they're, "Oh, I wanna do first-time home buyers, time home buyers." They're great, and they're rewarding, no doubt. Mm-hmm. But they can, there can be a little bit of challenge- Yes ... because there's a lot of puzzle pieces. They're not selling another home with a couple hundred thousand dollar down payment and, you know, type of thing. Or in your case, 18 years old. What kind of work were you doing at the time?

[00:04:28] Tiara Bolton: I was working for Modus IT. It's a staffing agency downtown, more or less in the accounting department, billing and collections. I was pretty good at it. I was of moving up.

[00:04:38] Tracy Hayes: How long are you, have you been there, were you there before you bought the house?

[00:04:42] Tiara Bolton: Before I bought house? Yeah. I think

[00:04:43] Tracy Hayes: I was- 'Cause you were only 18 years old, so I don't know. How old were they when they hired you?

[00:04:46] Tiara Bolton: Well, I, before I was there, I actually started working for, like, Nations Bank on, like, their transition team- Mm-hmm ... just trying to help with, you know, a of the data and the collections the paperwork, transitioning from, I guess, Barnett Bank to Nations Bank at that [00:05:00] time.

[00:05:00] Tracy Hayes: Right.

[00:05:00] Tiara Bolton: And then from there I got approached to go work for the IT staffing agency in their accounting billing department, and, started making some pretty good money. Well,

[00:05:09] Tracy Hayes: I imagine, you sound like a person, well, all of us, that although I'm a little bit older than you. You probably worked through high school. You did whatever.

[00:05:17] Tiara Bolton: I started working at a very young age.

[00:05:18] Tracy Hayes: Yeah.

[00:05:19] Tiara Bolton: 14. Yeah.

[00:05:19] Tracy Hayes: and then to, get a job with, like, Nations Bank or Barnett, whoever you were technically working for, and that, and then to go to Modus, all before you were 19 years old- Mm-hmm ... already. So you had some skills already set, a work ethic at least- Work ethic, in learning there. And then to stretch out and buy your own home. Now, you said you were there about two years, so 20, 21 years old, you turn around and sell a house and basically make $120,000. how did that make you feel at such a young age, going, "Oh my God, I just, like, doubled my-

[00:05:53] Tiara Bolton: It was great investment." I mean, it helped.

[00:05:55] Tracy Hayes: Without any out of your really, ' Cause you had the down payment assistance. You had very little money out of your pocket to [00:06:00] buy that home.

[00:06:00] Tiara Bolton: Right. but I did have my husband's help- Yeah ... because, you know, he had his situation going on, so he moved in with me for a hot minute, helped me renovate and get it up to speed. I mean, it needed some updates. Yeah. Um,and if it wasn't for his help, I wouldn't have been able to make that money, because I didn't have it as a single mom and the extra expense to do those upgrades. but it helped us purchase our first home. It was our nice down payment to purchase our house together in St. Johns County so we could, you know, raise our two kids there.

[00:06:26] Tracy Hayes: All right, so now we're talking, I'm just gonna use a number- ... at least 20 years ago. Mm-hmm. Probably a few more years than that. St. Johns County in early 2000. Now, I live in St. Johns Golf and Country Club, which was basically the houses were built 2003-ish. Yeah. or take. Cimarron was already on 210.

[00:06:46] Tiara Bolton: Uh-huh.

[00:06:46] Tracy Hayes: But there wasn't much else-

[00:06:48] Tiara Bolton: No ...

[00:06:48] Tracy Hayes: from what I understand. I

[00:06:49] Tiara Bolton: remember. '

[00:06:49] Tracy Hayes: Cause I didn't move in till 2009. We were second owners. So the original owners actually for- we bought a foreclosure in 2009. So what was in St. Johns Co- was [00:07:00] it, what was it about St. Johns County at that time that attracted you to go there?

[00:07:04] Tiara Bolton: it was a new development. can we stop for a second?

[00:07:07] Tracy Hayes: Yeah.

[00:07:08] Tiara Bolton: Okay. I actually just, had a brain fart. we actually moved to Bartram Springs before we moved to St. County.

[00:07:13] Tracy Hayes: Okay. All right. That's fine. That's fine. That's

[00:07:15] Tiara Bolton: fine. But I remem- I mean, I can-

[00:07:17] Tracy Hayes: It's close enough.

[00:07:19] Tiara Bolton: Yes, it was the county line. Right. I mean, but that's actually where we had to do our short sale, in Bartram Springs because- It

[00:07:24] Tracy Hayes: was 20 years ago.

[00:07:25] Tiara Bolton: Yes, it was.

[00:07:27] Tracy Hayes: But

[00:07:27] Tiara Bolton: I mean, I can go on that point of St. Johns County as I up there. I mean, my uncle did have five acres there. Mm. So the old, timber oh, you know, just ghost light road.

[00:07:38] Tracy Hayes: Right.

[00:07:38] Tiara Bolton: it was nothing out there. It all pastures and farmland- Yeah ... and, you know, some of the very old neighborhoods out there.

[00:07:44] Tracy Hayes: Well, I, I remember when I cold slayed on episode 100, you talked about Bartr- about 210 being a dirt road. He remembers when it was a dirt road.

[00:07:50] Tiara Bolton: I had a lot of ruckus in growing up playing on that road.

[00:07:54] Tracy Hayes: Yeah. I

[00:07:56] Tiara Bolton: mean, we had a lot of good stuff going on.

[00:07:58] Tracy Hayes: All right. So [00:08:00] you, you were telling me earlier, so now you guys got a bigger place, okay? Imagine you're married now, right? get ...And you got another child on the way. but you end up getting into property management.

[00:08:10] Tiara Bolton: W- A little later, yeah.

[00:08:11] Tracy Hayes: Yeah. cause that really of starts your real estate- career if you wanna say. W- you know, getting into actually working, in this case, in the, in the rental properties, commercial buildings, that kind of thing.

[00:08:22] Tiara Bolton: that was little later. I mean, I started out in my teens, you know- Mm-hmm ......managing pro- apartment buildings just because of a family friend. so that did give me a taste for that. we didn't start buying properties until later. I mean, my husband- I

[00:08:35] Tracy Hayes: gotta, I have to ask this. What do they hire a teenager to do at a prop- at a property management?

[00:08:41] Tiara Bolton: I mean, I- '

[00:08:41] Tracy Hayes: Cause I imagine you didn't, you got some... just tell me what they had you do.

[00:08:45] Tiara Bolton: Oh, I worked the office. Okay. I had to do maintenance requests.

[00:08:47] Tracy Hayes: I mean- that's what I'm gonna get. Yeah.

[00:08:50] Tiara Bolton: Like, I had to deal with the tenants and move-outs- Yeah ... and move-ins. I mean, did I get-

[00:08:54] Tracy Hayes: What did you- but like- what did you learn about people, in that?

[00:08:57] Tiara Bolton: They weren't the great of town.

[00:08:58] Tracy Hayes: Yeah.

[00:08:59] Tiara Bolton: And I was off of

[00:09:00] Springpark Road and then Candlelight, which is off of El- Arlington Expressway. Mm-hmm. So they were not the best areas.

[00:09:06] Tracy Hayes: Right. I mean, as a teenager.

[00:09:09] Tiara Bolton: Mm-hmm.

[00:09:09] Tracy Hayes: because I think you would probably, agree m- our teenage, especially you live in St. Johns County, so our teenagers are kind of protected, or they don't necessarily see this side of, of life that you're- referring to.

[00:09:24] Tiara Bolton: I wasn't living in St.

[00:09:25] Tracy Hayes: Johns County at that time. No, no, at that ti- at that time. I'm talking about today. Teenagers, like my teenager today-

[00:09:29] Tiara Bolton: Oh,

[00:09:29] Tracy Hayes: good lord ... does not, I think he does because obviously I've exposed him to, and we've traveled around to some of the more rural areas of the country, and how, you know, there are people that actually live in manufactured homes. And you go by and you're like, you know, you're looking and go, you know. And but in this case, you in Jacksonville, but, not necessarily on the side of the tracks, to use that analogy, and, you know, they're dealing with hardships in life, that are, are real life situations that a teenager, someone 16, 17 years [00:10:00] old, you're now being, you're exposed to this and, and working with these people. Do, can you recall some things that, some, maybe s- just something you learned or something that maybe it gave you a broader- appreciation of, people, or maybe not.

[00:10:14] Tiara Bolton: Well, I I didn't want to look at that.

[00:10:17] Tracy Hayes: That's a deep question. I just, I brought up 'cause I think that's, I should've been a psychology major and I, I think that's interesting. I think You should have. Yeah. Mr. Mai. I'm, going deep into your head there. was there something that sh- was there a day, I think 'cause we all have these memories, was there a day you're like, "Oh my God," like a situation with a client maybe walking into one of these apartments- Yes where you're like, "Oh my God, I can't," you know?

[00:10:40] Tiara Bolton: How live?

[00:10:41] Tracy Hayes: Yeah.

[00:10:42] Tiara Bolton: I had a of that in foreclosures.

[00:10:43] Tracy Hayes: Yeah.

[00:10:43] Tiara Bolton: yes. I mean, I was raised, I might, I don't know you know this about me, but- Mm ...my dad, all my family's JSO, so very heavy into, you I know stories, I know different zones, I know what to for. I'm very aware of my [00:11:00] surroundings.

[00:11:00] Tracy Hayes: Right.

[00:11:00] Tiara Bolton: but I was working and the people I was interacting with is obviously completely different mindset than I was raised with, the different values, different way of living. going some of these properties, whether it was a move out or just having to work on maintenance request, I mean, ugh, just disgusting. Like- You

[00:11:21] Tracy Hayes: don- yeah.

[00:11:21] Tiara Bolton: rat feces or just hoarders. I mean, just gross. Yeah. And then the stories and the excuses they would give Did your--

[00:11:29] Tracy Hayes: Well, it's funny, your family, being in, public safety, being the, with the sheriff's department, obviously they deal with that- Ugh ... you know, all the time, too.

[00:11:37] Tiara Bolton: Mm-hmm.

[00:11:37] Tracy Hayes: you know, so got, they've got, they know you're over there, where they- Oh ... d- I mean, imagine they're, as any, you know, father, brother, uncle, whatever would-

[00:11:48] Tiara Bolton: Concerned?

[00:11:49] Tracy Hayes: Would be, well, A, concerned. But also, like, going, "Okay, gonna be over there, you know, you need to keep your eyes open." 'Cause I think a lot of people go- I've had a great friend of mine, used to be an FBI agent. he does [00:12:00] personal protection. And the things he talks about, because they see things, that you and I don't deal with on daily basis. Mm-hmm. 'Cause their eyes are, their au- their heads are always on a swivel. Absolutely. Like, they talk about going into rooms and okay, when you go into a theater, make sure you know where the exit points are.

[00:12:17] Tiara Bolton: The exits, doors are.

[00:12:17] Tracy Hayes: Yeah.

[00:12:17] Tiara Bolton: Put your back the door. Yeah. Always look at the, you know. Yes. no, my dad was always concerned. was always concerned for my dad. but I know if I can say this, but at a very young age, my dad taught me how to defend myself.

[00:12:30] Tracy Hayes: Mm-hmm.

[00:12:31] Tiara Bolton: I, know my way around guns. It always in the house. Yeah. I don't know if can say that. you can

[00:12:37] Tracy Hayes: say that.

[00:12:37] Tiara Bolton: You can say anything you

[00:12:38] Tracy Hayes: want ...

[00:12:38] Tiara Bolton: I carry, I have a concealed carries weapons. I have gun. my dad, having worked for FBI, worked in SWAT, worked tactical training,

[00:12:47] Tracy Hayes: He's deep in it. He, when they start going to that level, the trainings and things that go through. Yeah. He's hardcore. Yeah.

[00:12:53] Tiara Bolton: Very hardcore. And you we had to grow up very, being very private because some of the things- and the teams and, you know, my dad was working on. [00:13:00] But, yeah, it doesn't take lot to scare me. I mean, obviously I foreclosures for a very long- ... so people are like, "How do you do that?" Well, I mean, at that I was working with my husband, but it, I'm pretty stubborn. I don't know.

[00:13:13] Tracy Hayes: Well, I guess what I was out was obviously a topic I did not, you know, have on, on the radar screen. But I think when you're in real estate, and you, you've experienced it from a very young age, the situations you deal with, you know, even in some of the most- Open

[00:13:30] Tiara Bolton: houses or-

[00:13:30] Tracy Hayes: Yeah. Well, well, from a safety standpoint, your mindset of, whether it's, you doing an open house or, you know, we could talk about, you know, when you get a call and you'll, you'll get that person- Which

[00:13:39] Tiara Bolton: side of town is on?

[00:13:40] Tracy Hayes: Well, yeah, which side of town is it on? Are, you know, are you using, do you use Forewarn? Do

[00:13:44] Tiara Bolton: you- I do. I screen every call I get. Mm-hmm. I had one just yesterday. They, they were texting me nonstop, and I looked them up in Forewarn, and it says, "No number found. No name found." If the name doesn't match phone number, a red flag for me, and I'll ask them-

[00:13:57] Tracy Hayes: How did you so yes, what did, how did you handle [00:14:00] that with the ... Would they call, they wouldn't call you? They would just want

[00:14:02] Tiara Bolton: to text? They wouldn't call. They were texting me. They wanted to, you know, have a conversation. They said they found my name online. I mean, I've gotten all kinds questions. But- Mm-hmm ... I'm pretty much, my BS radar is pretty up there. So I'm I'm like, "I don't need the business that bad. It's not a waste of time-" Right ... Tell, you So I ask a little questions. Sometimes, you know, when they wanna go like, a, "Oh, let's get on, you know, Microsoft. Let's do a video chat." No.

[00:14:27] Tracy Hayes: Have you had a situation where you really felt the on the back of your neck go up?

[00:14:31] Tiara Bolton: recently, no. in foreclosures, yes. Mm-hmm. I mean, I've had some pretty good scares. Where I've learned to go during certain times of the day when most of the certain people are sleeping.

[00:14:43] Tracy Hayes: Mm-hmm.

[00:14:44] Tiara Bolton: That could do, you know, whether it's posting a note or, you know- an occupancy check or whatever case may be. Yeah. But, not really. I I've gotten some pretty nasty text messages some pretty gross call voicemails. you know, just talking dirty. [00:15:00]

[00:15:00] Tracy Hayes: Yeah,

[00:15:00] 345 AUDIO: yeah.

[00:15:00] Tiara Bolton: But I let it bother too much.

[00:15:02] Tracy Hayes: Well, I think there's a, a side of the b- obviously the females probably, you know- Mm-hmm ... I don't know, maybe the, some of the males get some of the stuff, but they don't talk about it. I never heard about it. But obviously, you know, attractive females, you you're out there, you do a lot of videos, your picture's everywhere. Mm-hmm. You know, that your phone number's everywhere. They can find your email. I know a lot of agents to try hide their email, but it's like, dude, are you trying to hide your email? You want to communicate with you. Unfortunately, that's the business you're in.

[00:15:27] Tiara Bolton: Right,

[00:15:27] Tracy Hayes: yeah. Is, is to have open communication, but you have to be on your toes.

[00:15:31] Tiara Bolton: Absolutely. Yeah. Absolutely. I had a ph- voicemail just, like, three weeks that was just so gross, and I my husband listen to it. I'm like, you believe this crap?" Yeah. And he just laughs at it, but it's like, it's serious, 'cause I've had the same number.

[00:15:43] Tracy Hayes: Well, he know what to actually, how to react to it. I'd, I wouldn't, I don't know if I would laugh at it either. I mean, well, laughed. No. But I mean, we have different emotion. But as a man, we don't know, really know, like, other than, like, find who that is and send your dad over there.

[00:15:56] Tiara Bolton: Right, or my brother, so like- Or your brother. ... they're

[00:15:58] Tracy Hayes: right there.

[00:15:58] Tiara Bolton: there. But, I guess my [00:16:00] husband I have a different way of looking at things because of my background growing up with heavy, you know- Mm-hmm ... instincts of just being in the force.

[00:16:07] Tracy Hayes: Mm-hmm.

[00:16:07] Tiara Bolton: But my husband and are 15 and a half years apart, so he grew up at a time. Mm-hmm. Sometimes, like, the perspective, like, even growing, raising our kids, you know, "They're fine. Let them go outside. Let them do all this." I'm like, "No, no, no, you really have to be worried and mindful," of like,

[00:16:22] Tracy Hayes: staying the I different houses. I of- I often, I often wonder about that, 'cause I, I had a, you know, 16 and 13-year-old.

[00:16:27] Tiara Bolton: Mm-hmm.

[00:16:27] Tracy Hayes: A boy and a girl. And, you know, yeah, we were l- you know, the whole thing like, "Oh, go out and play, and we'll see you when, you know, it gets dark." fine. Great. Right. Whatever. And you know, now when my wife is super... I mean, we're deep in, we're in a cul-de-sac in St. John's Golf and Country Club.

[00:16:43] Tiara Bolton: Yeah.

[00:16:43] Tracy Hayes: And- Pretty secure ... she's worried about somebody, like- you know, watching us from across the I'm like, "Honey, if there was a car parked across the street, we'd see it." And then there's whatever, six of us houses, like, in this immediate area until the road bends. Like, they would have to be sitting there waiting for [00:17:00] the moment you left the door open, okay? Yeah. Yeah. But, there comes a reality, but then there... But I still think it was going on. I still, I don't think, I don't think, although as population has grown, the cases, and of course with social and the 24-hour news, we know of more now than,what was going on. But also the bad guys, if we wanna call it that way, have also accelerated by using these test technologies- Oh, absolutely to, you know, influence the kids and all that kind of stuff. All right. let's move on a little more positive subject. Okay.

[00:17:32] Tiara Bolton: Yeah.

[00:17:33] Tracy Hayes: But well, I to ask you, 'cause of one question. When you're talking to some of young agents- Uh-huh ... right? With your life experience, do you guys talk about the safety of, you what you're doing, knowing what you know, knowing you, with your family's background in law enforcement, knowing these things? 'Cause I don't think every agent does take the precautions that they should.

[00:17:52] Tiara Bolton: No, 'cause I mean-

[00:17:53] Tracy Hayes: Statistically they don't.

[00:17:54] Tiara Bolton: No, statistic- I mean, I remember I was a new agent and you know, you hungry- Mm ... and you were trying to [00:18:00] build your business, and when you get that phone call and someone's gonna show a property, I'm like, "Oh, you know, I'm gonna go meet stranger." Mm. "No, that's a buyer." You s- like, okay, it's a sale."

[00:18:07] Tracy Hayes: Yeah.

[00:18:08] Tiara Bolton: but I'm not hungry. I mean, I will, you know, vet the buyers more. I ask more questions, 'cause new agents are gonna go and, like, they need the business. They're trying to get that, but they don't really think of the consequences, especially today's age, like you said- Yeah with technology and all the scammers and just- People are sick. I mean, it's just crazy.

[00:18:29] Tracy Hayes: Well, in a of cases, these guys could have already cased out the home that they're asking you to go see, and you have never even been in it.

[00:18:35] Tiara Bolton: Right.

[00:18:35] Tracy Hayes: A- and they already know what's in it, 'cause who knows how many other agents they got to show it to them. They already know every room and what's going ' cause they've already been through it.

[00:18:42] Tiara Bolton: And

[00:18:42] Tracy Hayes: I You just don't know.

[00:18:43] Tiara Bolton: Exactly. But I also, I do ask questions. I have any kind of concerns, if I can't find them on Forewarn, if I look at their arrest peer, know, history, if I see, like, there's a red flag and I'm comfortable with it, that's not a good fit for me. I'm not gonna go after something if I'm just not comfortable with it.

[00:18:59] Tracy Hayes: Yeah.

[00:18:59] Tiara Bolton: [00:19:00] Now, you know, other times when, if I need to ask more questions, like, "Do you mind providing me a copy of your driver's license?" or and that, but I also let my husband know where I'm going. Yeah. And he knows my location all the time. Or sometimes I'll ask someone to come with me. I've asked my son to come with me a few times. I he's 27 years old. He's a big kid.

[00:19:16] Tracy Hayes: Right. Well, I think it's important for even, even if you asked another female agent to come with you.

[00:19:20] Tiara Bolton: Right.

[00:19:21] Tracy Hayes: When there's two of you, all of a sudden it becomes, it's a different situation, and I, I just think more people... And the reason why I'm un- heightened at this, 'cause again, my, college roommate who's gone through this, he worked with Gavin de Becker. Have you ever wr- read the book Gift of Fear?

[00:19:34] Tiara Bolton: Mm-mm.

[00:19:34] Tracy Hayes: It talks about, Gavin de Becker wrote it, he talks about having those, some of the natural instincts, like, you know, doesn't sound right. No. Or, this is kind of weird. We as humans have, this thing like, oh, we don't wanna be judgmental, or we don't, you know, or hey, you know, I want the sale, so forget about all the m- all the instinctive emotions that I'm getting, versus the animal, a deer, they [00:20:00] sense something, what happens? Their white tail goes up and they run. We don't do that as humans.

[00:20:05] Tiara Bolton: No. but it it also comes down to with, like, today's age, when you have, like, new younger agents- Mm ...coming in through the markets chain. So we have to have more conversations, you know, the buyer consultations. And just- having- Mm having all those disclosures, just being more transparent. So it allows us to ask a bit more questions. Yeah. Not everybody understands. A lot of them will get offended, but that's okay. There's no- That's

[00:20:28] Tracy Hayes: a red flag. That's

[00:20:28] Tiara Bolton: a little bit of red flag.

[00:20:29] Tracy Hayes: It's a red flag.

[00:20:29] Tiara Bolton: Yeah. if they show me their driver's license, like I had last, earlier this year, I may go on off-topic subject- Mm-hmm but I had someone ask me to list their property, so they me online. I'm like, "Okay, cool. It's a listing, you know- ... I'll look into it." But because of my background, I dug a little bit deeper, and I was 99% sure it was a scam, but talked to my broker. We went through some more information. I got copies of their identification. Everything looked legit. They were communicating, answering. Their IP address was all great.

[00:20:58] Tracy Hayes: Mm-hmm.

[00:20:59] Tiara Bolton: But [00:21:00] at the end the day, it was a scam, and I just-

[00:21:03] Tracy Hayes: there was someone to sell someone else's house?

[00:21:04] Tiara Bolton: It was another lot. They trying to sell a lot.

[00:21:07] Tracy Hayes: Well, that's a, that's a red flag right there. But- They say a lot of the,

[00:21:10] Tiara Bolton: And are, because it's so easy actually just to go change deed title these days, I'm like, "You should always pulling your title report, making sure that nothing is being changed." Yeah. And get those notifications.

[00:21:20] Tracy Hayes: they the- There's so much fraud ... cause a of times the, the owner doesn't live locally, they own this lot, and someone pretends the owner. That, they say that's of the, when I had Megan, Lopez with, Fidelity National,

[00:21:31] Tiara Bolton: Oh, title ...

[00:21:31] Tracy Hayes: Financial. Mm-hmm. Yeah, and-

[00:21:32] Tiara Bolton: Underwriter,

[00:21:33] Tracy Hayes: yeah ... yeah, she says that's one of the biggest ones is on lots. So if you're, yeah, someone's calling you a lot, should be a red flag to do a couple extra steps. All Yeah. let's get into some really good stuff. Okay. All right. So, you were doing the property management. I of cut you off earlier when we were talking. when do you start into the retail residential sales? do you go, actually go get your license?

[00:21:55] Tiara Bolton: I got licensed in 2004.

[00:21:57] Tracy Hayes: Mm-hmm.

[00:21:57] Tiara Bolton: started with friends and family. I think my was

[00:22:00] my first I remember that pretty clearly. that was good, helping It was her first time home, so you know, kind of coached her through that. She was a single mom. and then, you know, I started getting some listings. I jumped around a few brokerages I found the right fit. I was with Watson for a hot minute. then I had my first, my only issue, was a commission dispute.

[00:22:18] Tracy Hayes: Mm.

[00:22:19] Tiara Bolton: ended up winning that one by the way. but I got into residential sales, and then not short after, we started hitting, you know, the downturn of the market. And, we already had couple properties, I guess. My parents had two in Arlington, and then we ended up buying one down the street. So I had tenants in place and so forth, but we bought at the top of the market, and the kind of crashed- Mm-hmm ......so we were upside down. And that we-

[00:22:44] Tracy Hayes: So you mean, like 2006 purchased, and then the market starts to turn- Yeah late '6, '7, '8. '

[00:22:49] Tiara Bolton: 9, '10. Mm-hmm. You know, like about '10, '11-ish. Mm-hmm. So ended up having to let that one go. It will foreclosure. It's just, we were completely upside down, and we didn't have a true hardship, so we couldn't do the sale [00:23:00] route on that one.

[00:23:01] Tracy Hayes: So, but you a renter in there. I did. This was an investment property.

[00:23:04] Tiara Bolton: I did.

[00:23:05] Tracy Hayes: but because felt you were so far upside down, and obviously what your payment was, y- it just wasn't-

[00:23:10] Tiara Bolton: It was complete-

[00:23:11] Tracy Hayes: And what you could rent it for anyway.

[00:23:12] Tiara Bolton: Yeah, the rental market was down. It just, it was not good fit. It was a lot of dep- depreciation. The house, it was upside... I mean-

[00:23:20] Tracy Hayes: Mm-hmm

[00:23:21] Tiara Bolton: the maintenance and the upkeep on that house were, tremendous. and it just didn't make financial sense for our family at that time.

[00:23:27] Tracy Hayes: Right. Okay. All right, but, so you do get to a point where you're own- you have multiple properties, you're telling

[00:23:33] Tiara Bolton: me. Yeah, between my parents and I, we did.

[00:23:35] Tracy Hayes: Mm-hmm.

[00:23:35] Tiara Bolton: and you know.

[00:23:37] Tracy Hayes: What i- what is that experience? So you have an investor call you today, you know, a buyer, or even, even someone listing their investment property- your experience of that time in what's going on, 'cause I think we're through a little bit, maybe not exactly the same, but is this push-pull situation where, you obviously rates are high. You know, to buy an investment property right now and, [00:24:00] and break even with the rent is actually a good thing if you're looking to hold for a while.

[00:24:05] Tiara Bolton: if you're looking to hold, depends on how your, what your intentions are, if you're gonna buy and hold or though it's not a flip market. I don't see that happening a lot. Mm-hmm. and some people need it for the write-off or the expense. I mean- ...you just, but I'm not gonna give that kind of legal advice. You need to go talk to a CPA- Quotation, disclosure.

[00:24:22] Tracy Hayes: Well, I, yeah, well,

[00:24:23] Tiara Bolton: d- But I don't really work with a lot of investors anymore.

[00:24:25] Tracy Hayes: Yeah. Well, they're, they're definitely gonna, because the, I mean, unless you're putting a tremendous amount, am- amount of money down and then, then just wanna use that as, hey, I'm, I'm putting this money down- And I can just draw from it ... and then I'm gonna get my rental income as my, you know, my dividend basically off that property, ' cause you gotta think about it way, that's one thing. But we, for investors who think they're gonna try to go in with the minimal amount down that you can get a loan with, you're probably not likely going to be, you're going be losing money every month.

[00:24:52] Tiara Bolton: Yeah. I mean, again, like you said, it all depends the in- the investor and their intentions. Some people do just, know, wanna and hold and [00:25:00] have their money tied up to it, and just draw from it or borrow against it as a portfolio loan.

[00:25:04] Tracy Hayes: Mm-hmm.

[00:25:04] Tiara Bolton: just kind create that, 'cause one property can offset the other, and it's just a matter of it's at.

[00:25:09] Tracy Hayes: Right.

[00:25:10] Tiara Bolton: So.

[00:25:11] Tracy Hayes: all right. So you break away from that. you guys some of, a lot of those properties. you had, the foreclosure. You did spend some time, you were working with REOs.

[00:25:20] Tiara Bolton: Yeah, so we kind of fell into REOs. Someone actually approached us. you the market was going down.

[00:25:26] Tracy Hayes: Mm-hmm.

[00:25:26] Tiara Bolton: And we an opportunity, so I jumped, jumped on that train. I'm not gonna say I enjoyed it. it's different. you know, at the beginning it was a learning curve, dealing it, because it's completely, there's a of emotions involved. whether- Sometimes you feel bad for the person, other times you'd have no sympathy. It just depends on the situation. but with the banks, babysitting properties,

[00:25:50] Tracy Hayes: so if we had a, a market situation similar to that again where all of a sudden we had some foreclosures going on, knowing what you know-

[00:25:57] Tiara Bolton: Would I jump back in?

[00:25:57] Tracy Hayes: Well- ... I would assume you'd [00:26:00] jump back in, but- I don't know

[00:26:00] Tiara Bolton: if I would

[00:26:01] Tracy Hayes: Well, if you did If you did back into it- I'm a different animal ... what did you... 'Cause at that time, you know, many agents had, they had to learn how to handle these situations. And I always tell the story of me and my wife, we were living in Arkansas at the time. She grew up here. She went to Sandalwood High School.

[00:26:19] Tiara Bolton: Okay. I went there

[00:26:19] Tracy Hayes: too. So she the opportunity to, work from home. I was already working from home at the time, when I was, I was working Quicken, now Rocket, and we " Okay, we're gonna..." came over and we purchased a property, that was in foreclosure Thanksgiving of '08. We were actually here that week, and it was like the Tuesday or Wednesday before, and we made the and we actually got acceptance, like, within 24 hours. Okay. And now what I was to believe at the time was the agent actually w- a more direct contact with the person at the who could make the decision.

[00:26:54] Tiara Bolton: Well, yes.

[00:26:54] Tracy Hayes: Did you find... Tell us a l- what you learn from that, in having to work with the bank when you, you've an [00:27:00] offer, bank will you accept? You know, you go back and forth, and some banks were a little wiser than others, or a little more proactive.

[00:27:06] Tiara Bolton: Absolutely. I mean, we a lot of, we dealt with a lot of asset management companies. I did do some direct bank listings with assets when they would filter through my pipeline, but a of mine were through asset management companies. But though they were asset management companies, you'd still have behind that.

[00:27:21] Tracy Hayes: Mm-hmm.

[00:27:22] Tiara Bolton: So sometimes the attorneys would have to sign, not necessarily the asset manager. They were just kind pushing the paperwork. You know, we were looking at the numbers, resale versus as is.

[00:27:31] Tracy Hayes: Mm-hmm.

[00:27:31] Tiara Bolton: Looking at, you know, every day just the numbers and statistics, but the final decision maker was the investor holding the note.

[00:27:38] Tracy Hayes: Right.

[00:27:39] Tiara Bolton: And, you know, where-

[00:27:40] Tracy Hayes: Some were easier to get ahold of than others.

[00:27:42] Tiara Bolton: Absolutely. Yeah. Sometimes I could get an answer, sometimes I knew where my margin was, and sometimes the manager had the capability. like, " Okay, this is within my pushing." If it was a little bit outside, then we would have to wait, you know, 48 hours if was a weekend, ' cause the banks don't work on the weekends. so yeah, it was just a little bit different. They

[00:28:00] had, you know- different business models.

[00:28:03] Tracy Hayes: Yeah.

[00:28:03] Tiara Bolton: sometimes if it was a Fannie Mae or sometimes if was just, you know, an auction property, So they all had different, They the same.

[00:28:11] Tracy Hayes: Well, I think were making command decisions and saying, "This is a situation, cut loose." 'Cause they were obviously doing the math, taxes, HOAs, all those other expense, just keeping up the house and mowing the lawn, and all those other things that need to be done. where I think some were, were a little you know, oblivious to it. Like, They don't think- come on- this is like common sense, bro. Look at your, look what it's costing you.

[00:28:34] Tiara Bolton: So- Well, yeah. And that's part of, you what our job here is on the ground- ... is that we have to relay that picture to them. And with whether it's the BPO and the daily property reports and the- online activity, you have to be able to communicate that, 'cause it's very business. It, there's no emotional involved. Yeah. I mean, it's just cut and It's very one-sided. How much

[00:28:52] Tracy Hayes: is this gonna cost me? What's my return on

[00:28:53] Tiara Bolton: investment? Exactly. Yeah. But you know, at the end of the day, they're writing it off.

[00:28:56] Tracy Hayes: Yeah.

[00:28:56] Tiara Bolton: You and I. So it balances for it.

[00:28:58] Tracy Hayes: Well, I think, the wiser [00:29:00] ones, who were mo- getting, you know, getting those houses off

[00:29:03] Tiara Bolton: their, you know, Their books

[00:29:05] Tracy Hayes: their Their books were wise to that. They're like, "You know, okay, this is a loser. Just, let's get rid of it and it off now." They were being more wise to, you know, those, where the write-off is, what's the tax implications, you know, for the grander of the corporation, right? And whoever was investing. Where others were, they weren't giving the power to the people to help them make those decisions.

[00:29:26] Tiara Bolton: Right. Yeah. But you also, I mean, how long that was sitting before it actually hit their desk. I mean- Mm. Yeah ... some of them have been sitting for years vacant- Yeah ... dormant, and then they try to put lipstick on a pig. And how much did they try to put, you know... I'm just-

[00:29:38] Tracy Hayes: Well, the, the, so it gets to, to today's short sale. We were talking about a couple. Mm. You saw, you some, and my wife was about one last night, a short sale, and what's involved in that. And it's, it, just 'cause it's short sale is, is not a home, home run. Because again, you've gotta get someone, you gotta make an offer, even though you're listing it at this price. at this price. Is that have a conversation. Is that company ready to make that loss? They might be looking at it [00:30:00] going, "Well, you know what? Rates are high right now, but if we on this six or eight months and rates go down, the of that home's gonna go up. So that 50,000 that you're you're telling us to cut loose on, you know, might cost us 15 or 20 to keep it for another six months, but rates go down, we might get that 50,000 and we go, we don't lose anything."

[00:30:16] Tiara Bolton: But you know what? Sometimes it makes absolutely no sense. Like, the left hand doesn't talk to the right hand in some of those departments- Yeah whether it's the short sale department or the REO department.

[00:30:25] Tracy Hayes: So that's what learned.

[00:30:26] Tiara Bolton: Yes. I was like, y'all, it doesn't make no sense. I mean, just do the math. So if someone's gonna sit in this property, and there's lot of people that know how to play the game too, believe me. Mm. They'll hire an attorney. They'll sit into the property. won't pay their mortgage for two years. So you're getting paid for two years, but you think in six months you're make a little bit more money if you don't approve the short sale and write off

[00:30:45] Tracy Hayes: now? Yeah. I've got very, close proximity to my home experience- Mm-hmm with the situation of someone playing the lawyer game. Putting renters in there-

[00:30:53] Tiara Bolton: Yes.

[00:30:53] Tracy Hayes: Putting renters there, 'cause the, the court is a little t- tentative on foreclosing a house when there's a in [00:31:00] there, and-

[00:31:00] Tiara Bolton: Oh, ' cause they have rights.

[00:31:01] Tracy Hayes: Yeah. And they're, they're making the deal with the renter that, "Hey, we'll, you know, we'll give to you for this below normal rent. Just get in there. Oh, gonna do some landscaping for

[00:31:10] Tiara Bolton: us?" And I'm pocketing all that money. Y-

[00:31:11] Tracy Hayes: Yeah, exactly.

[00:31:12] Tiara Bolton: And I'm not paying the mortgage. Yeah.

[00:31:13] Tracy Hayes: Oh, until the bank sends the letter, then the- Yep ... renter sees the letter and they're... All

[00:31:17] Tiara Bolton: right. Now you gotta offer a cash for keys to them. So

[00:31:18] Tracy Hayes: you, you have great experience. Oh. That's what... See, th- this is what trying to get out of Tia today. Okay. gonna get her great experience, because the, many of the agents, when other- obviously, I don't think we're gonna have a, a 2006, but obviously, as I said, there are some short sales the market right now. Oh,

[00:31:33] Tiara Bolton: there are.

[00:31:33] Tracy Hayes: you know, and I think, would you... And I don't know this knowledge, but let me... You, you said you ran across three the other day. Are lot of these in some of these newer construction neighborhoods- Oh ... where they did buy maybe 21 or maybe less, now trying to sell it, 'cause they have to for reason, life has changed on them- Yeah and they gotta get out, but can't sell it because the builder is doing- Under- ... all these incentives.

[00:31:56] Tiara Bolton: It's hard as Yeah ... resale. And those are all conversations I have with [00:32:00] buyers and sellers, you know, their plan, how long do you intend to li- I mean, buying new construction is all great. It's pretty, you know, sometimes it's cheaper to buy new construction than on the resale, but you have, how long do you plan on being in that house? Is it 10? How far along is that construction, know, that development? How long are they gonna be there? What are you competing against? Because they will knock down the price, will give you all kinds of incentives, buy down the rate, throw everything into the house itself. But- Builders, you know, they will cut the profit. You they will undersell themselves, they'll eat it, to be a resale in a development that's still selling, it's hard to compete.

[00:32:37] Tracy Hayes: have had any listings in one of these neighborhoods that's still under construction? Where you kind of have this person's like, "Hey, I, we've gotta move out. I know we've only been here two years." They're still gonna be building in here for another three to five, and now they are directly competing with the builder. have had any listings like that?

[00:32:54] Tiara Bolton: I had within the, like, last four years, I had one in Rivertown-

[00:32:57] Tracy Hayes: Mm-hmm ...

[00:32:57] Tiara Bolton: where, you know, bought in [00:33:00] COVID and still dealing with new construction there, and with the builders and incentives and pricing doing what it's been doing, and the market fluctuating, where he did have to bring money to the table. Yeah. He lost money. But in that situation made sense for him, just because of what he needed to do next.

[00:33:15] Tracy Hayes: Right.

[00:33:15] Tiara Bolton: Yeah.

[00:33:15] Tracy Hayes: Right. knowing what you kn- knowing what you know from the REO situation, knowing what you know from that experience, when you, what are some of the things that you like to have discussion with when you have someone looking at new construction, especially in a neighborhood that has years of, building still yet to go on?

[00:33:34] Tiara Bolton: Well, I think it just comes back to what is their, what are their plans? I mean, is this one to two-year thing, or is this like a five to seven-year thing? Because you have to look at how long it's gonna take to make up, if the builders knock their price off 200,000. I mean, we've all seen it.

[00:33:49] Tracy Hayes: Mm-hmm. It's,

[00:33:49] Tiara Bolton: you know, last two years have been pretty crazy. and yeah, it, may be going in today, I mean, would you, and maybe not being able to sell in two years if cert- circumstances change,

[00:34:00] relocation, life, whatever. I mean- ...would you be able to rent it at that time if you compete with the mar- with the builders? Right. So, I mean, we have those kinds- Yeah,

[00:34:06] Tracy Hayes: especially if you're putting little money down.

[00:34:08] Tiara Bolton: Yeah, You know? How much do you have invested in this? Right yeah.

[00:34:10] Tracy Hayes: Right. what are your, some of your you talked about Rivertown, what are some of your favorite neighborhoods that you like to work?

[00:34:16] Tiara Bolton: My favorite? I like neighborhoods with character. I mostly grew up in Mandarin, a lot of my business has in Mandarin. I love the old neighborhoods- Mm-hmm ......the established neighborhoods.

[00:34:26] Tracy Hayes: Some trees.

[00:34:27] Tiara Bolton: Trees. I mean, we all love it with in farmlands, and they try to put little trees in, but- Yeah the oaks, you Yeah ... the wide lots where you can sneeze and your neighbors don't hear you kind of thing. You don't have like those zero lot lines. but the and I love homes with character.

[00:34:44] Tracy Hayes: Mm-hmm.

[00:34:45] Tiara Bolton: it's one of my favorite things to do to show off, but I love Mandarin.

[00:34:48] Tracy Hayes: Yeah.

[00:34:49] Tiara Bolton: San Marco, I do like the beaches, but that's just completely different animal.

[00:34:54] Tracy Hayes: what are you seeing right now from at, out-of-state buyers coming? What are, what are some of the, like, m- top [00:35:00] two or three things that they're, they... At least they, they don't... I think a of buyers, coming in, my belief is that they don't know everything and, and we... I think you gestured something before the show about how Jacks- how, you know, Jacksonville- has such a diverse Mm situation- you know, and, and you consider the Jacksonville market really all the way down to St. Augustine up to Fernandina, right? I would

[00:35:20] Tiara Bolton: say Fernandina even to Palm Coast now.

[00:35:22] Tracy Hayes: Yeah, yeah. Exactly. And all the different things, the, the zero lines versus neighborhoods that have... What are some of, like, two or three, really, things that are generally in on their list of, at least initially, of desires that they look for in house right now?

[00:35:37] Tiara Bolton: what they look for

[00:35:38] Tracy Hayes: in a house? Or what or or looking for in Northeast Florida as far as, you know, know, whether it's, "Hey, I wanna be on the, near the beach" or what, you know, things like that.

[00:35:46] Tiara Bolton: Well, mean, it also just comes down to getting to them, their lifestyle, what's driving the move. Because right there, it just kind of helps being a native and knowing the ins and the pockets. Mm-hmm. I mean, you know, [00:36:00] would this area fit your lifestyle more? If they have kids, you know, are schools important to you? obviously I try not to, you know, steer or whatever. I mean, I provide demographics. But I just try to im- provide that knowledge of being someone who has bought and sold a of homes. I'm one of those agents that pretty much sells a house two years. So my kids have moved around. But

[00:36:23] Tracy Hayes: Mm

[00:36:24] Tiara Bolton: it really just comes to their lifestyle, their budget, what do they like do? Are they foodies? You do they wanna live in an area that's pretty accessible? Well, what's,

[00:36:33] Tracy Hayes: what's, what, what's of your number one requests or something you hear from almost everyone that you, coming out of state-

[00:36:39] Tiara Bolton: Like-

[00:36:40] Tracy Hayes: Or think

[00:36:40] Tiara Bolton: they want ... I wanna be within 30 minutes of, like, a location. Okay. Well, Jacksonville takes 30 minutes to get anywhere.

[00:36:46] Tracy Hayes: Anywhere.

[00:36:46] Tiara Bolton: So So let's, let's just a day of, like, let's break this down.

[00:36:49] Tracy Hayes: Yeah, it is the 30-minute town. And like- Yeah. When, when there's no traffic ...

[00:36:52] Tiara Bolton: that's not Atlanta and it's not Miami where it takes 30 minutes to go block.

[00:36:55] Tracy Hayes: Yeah.

[00:36:57] Tiara Bolton: So it's just about education- um, just ge- [00:37:00] breaking down the geographics. school system, like I said, taxes and how that affects your insurability. It's just, you know-

[00:37:07] Tracy Hayes: Yeah ...

[00:37:07] Tiara Bolton: conversations.

[00:37:08] Tracy Hayes: All right, I'm gonna put ya, I'm gonna you on the spot- Okay ... but Oh, boy ...but I think you answer this one- Okay ... ' This is, like, you if you ever, been to interview people, like, for a job whatever- Mm you want them to give, like, a real, "Hey, I did this, you know, last year. I had this situation and this is what I and that kind of- Have you had a situation, and it doesn't necessarily have to be an out-of-town buyer, but someone who doesn't know the area is more likely to, run into this, where they came to and said, " We want X, Y, and Z." But as started showing them houses or had further conversation with them, your experience growing up here said, "You know what? I need show you this area."

[00:37:50] Tiara Bolton: yes. I had just a buyer this past weekend. I actually met at my open house. they came through. They've lived in a lot of different areas, so they had an idea of what they thought

[00:38:00] wanted, and they were focusing more on St. Johns County. But, being the stage life and where they were going to be working, and she felt like she was more of a and- Mm-hmm ... he liked to be out in nature, and they like to experience food, I kind of, you know, showed them some other areas, maybe San Marco, Fairfax. we actually visited Ortega, just different price points. Some of the

[00:38:23] Tracy Hayes: older of town.

[00:38:24] Tiara Bolton: Older sections with character where you can, be a short- Mm-hmm ...drive to downtown if you wanted to go to the games, you know, be to food. And They also had family in, Kingsland, Georgia. So I'm like, "Look, you, you it's an easy commute here, easy access." Half an

[00:38:37] Tracy Hayes: closer.

[00:38:38] Tiara Bolton: Half an hour closer. like, just put an extra 15 minutes on there, you're there, no problem. Right. Just with all our new roads and our s- infrastructure that Mm ...we've- got going on. So that was really They found that, and it w- they were just-

[00:38:50] Tracy Hayes: Did, have you found them home yet or are you still-

[00:38:52] Tiara Bolton: we've it down. I think they're focusing more on, like, the Ortega, Fairfax. They've got-

[00:38:57] Tracy Hayes: So they, they liked your suggestion.

[00:38:58] Tiara Bolton: They absolutely did.

[00:38:59] Tracy Hayes: Yeah.

[00:38:59] Tiara Bolton: Yeah.

[00:38:59] Tracy Hayes: Yeah. [00:39:00] Yeah.

[00:39:00] Tiara Bolton: they don't have kids yet, so schools weren't really that important. Mm-hmm. But they always, they kind of, once I started asking more questions, like, you know, they were more receptive. They actually wanted to do private schools, so we were able to have those conversations- Do

[00:39:12] Tracy Hayes: they- ...

[00:39:12] Tiara Bolton: with the academy ...

[00:39:12] Tracy Hayes: so didn't have a pro- Now the location obviously is the older section, but obviously there's a difference between buying what is mostly new construction or most of- Mm-hmm ... St. Johns County, most the houses, unless you go, you know, obviously in the city of St. Augustine- Right ... been built in the last 20 years, you know, 25 years. Yeah. They're not that old. where you could run into 100-year-old houses.

[00:39:34] Tiara Bolton: And they liked that. She just, once I showed her that, because he grew up on a farm, so you know, he wanted to be, he understood what that meant, and then she grew up in older homes, so she kind of had that attachment, of-

[00:39:50] Tracy Hayes: Nostalgia.

[00:39:51] Tiara Bolton: Exactly. Yeah.

[00:39:52] Tracy Hayes: Yeah.

[00:39:52] Tiara Bolton: but like said, going no- south- St. Johns is a completely different animal. People, Jacksonville doesn't have [00:40:00] a lot, you know, and a lot land. God only made so much. Mm-hmm. So we've kind of built out here as why we go the outskirts. St. Johns County has grown tremendously, like you said, in the last 20 years. Mm-hmm. It all pastures and farmlands.

[00:40:11] Tracy Hayes: And swamp.

[00:40:11] Tiara Bolton: And swamp, yes. but a lot of those are more- I don't wanna say family friendly because a lot our master plan communities are out in St. Johns County. I know we've got one Do- you know, Bartram Springs. But if that's not to them, if they don't wanna be paying for those CDD fees and they don't all those whistl- you bells and whistles, and they just want to have the space and just wanna have that that backyard feel-

[00:40:34] Tracy Hayes: The important thing I think you drew out, you used term, was lifestyle. Mm-hmm. You went deep with them.

[00:40:40] Tiara Bolton: I do.

[00:40:41] Tracy Hayes: Y- I do. Because, I mean, I, I think more than a, a, at least I'd like to think. I mean, may- it may be off. I mean, I'm there's areas where people like to go and, I don't know, ride horses, which can do that here, too. There's places- Oh, absolutely ... not far you can go do that. But when peo- Dirt

[00:40:55] Tiara Bolton: biking ...

[00:40:56] Tracy Hayes: when people ... Yeah, or yeah, ATving if you- Mm-hmm ... you know, there's who like to go [00:41:00] ride through the mud and else like that. Yeah. Yeah. As you like to run through the mud. I've seen some pictures on your Facebook.

[00:41:04] Tiara Bolton: I do. I like to ride, too. You know, my whole family, you know, my dad's grown up with Harleys. My is actually on the secondary motorcycle unit JSO. Mm. So yeah, it's in my blood. My nephew races them, so yeah.

[00:41:16] Tracy Hayes: But the, a lot of people moving to Florida have some sort of lifestyle imagined.

[00:41:24] Tiara Bolton: Imagined, yeah.

[00:41:24] Tracy Hayes: How important, if you're talking to a group of agents today, would that be a top subject is, hey, you've gotta s- you've draw out of them- Mm-hmm the lifestyle they've imagined moving to Florida, 'cause they are imagining a in the backyard or whatever it is.

[00:41:42] Tiara Bolton: Yeah, I mean, and also being Jacksonville's so large and we have so many micro pockets and neighborhoods, sometimes, you you'll get that 50-foot, 60-foot lot and you can envision that, and that price and that neighborhood looks great. But two streets over, it's a completely different animal-

[00:41:57] Tracy Hayes: Mm-hmm ...

[00:41:57] Tiara Bolton: logistically, price point-wise, and how [00:42:00] different that can change. But maybe you want a pool, but you don't. And we talk about like, "Okay, let's just talk about the cost of home ownership- Mm-hmm ... and, finding a house with a pool versus putting one in, or, you know, maybe we can get that into a concession, or maybe I can talk you into an eight-person hot tub." that's

[00:42:17] Tracy Hayes: That's the twist spot. That's a Yeah. What is it? Where you can get those ones now where they're just, the water's moving

[00:42:21] Tiara Bolton: against

[00:42:22] Tracy Hayes: you- are gonna be

[00:42:22] Tiara Bolton: the

[00:42:22] Tracy Hayes: twist spot. They're like- You just wanna... Yeah, you just swim. Yeah ...

[00:42:24] Tiara Bolton: a cocktail pool- You your laps ... or something. Do you really wanna just soak in it? Do you wanna swim in it? Are you

[00:42:28] Tracy Hayes: looking to cool off- ... and then go to bed, or are we- Yeah. Yeah.

[00:42:31] Tiara Bolton: I mean, I had a pool pretty much growing up. My kids were barely in the pool.

[00:42:35] Tracy Hayes: Mm-hmm.

[00:42:35] Tiara Bolton: My husband would just jump in if he wanted to cool off from mowing the lawn.

[00:42:38] Tracy Hayes: Yeah.

[00:42:38] Tiara Bolton: So gonna be maintaining that pool, you or the kids?

[00:42:40] Tracy Hayes: Yeah. Well, that's, that's definitely, you know, one of those expense questions. We'll get to those.

[00:42:44] Tiara Bolton: Yeah.

[00:42:44] Tracy Hayes: but to of sum it up, you were born here. said you moved, moved away, but you'd come back. You've lived in, in cer- different areas of j- of greater Jacksonville. explain how if, a client, one of those out-of-state clients were watching this right now, how is your, your experience of, you know, growing up here and living [00:43:00] in different areas of greater Northeast Florida, I wanna say Jacksonville alone, 'cause it's Northeast Florida- Right we've, you know, the Jacksonville market, you could call it, but change the way how you work with clients?

[00:43:10] Tiara Bolton: I've pretty much lived on every side of town, so I do know the ins and outs. I just think it all comes down to lifestyle. What's their move? What do they wanna do on a w- day to day? Where they working, you know? Do they have kids? do they like to be outside? Do they like to be near nature, you know, whether that's nature parks, downtown? if they like restaurants, if they want to be just more accessible to go to downt- you know, St. Augustine, you know, being that have so many roads, geographically. Or, you know, I don't know what else-

[00:43:44] Tracy Hayes: Boating. There's so many... That- the thing. We just live in such a unique area.

[00:43:48] Tiara Bolton: And different kinds of water.

[00:43:49] Tracy Hayes: Yeah, and kinds of water. You know, we- we belong to Freedom Boat Club. When we go out- Okay ... to what call our, our beach Sunday mornings, we down to St. Augustine and go out behind Anastasia Island or some of the other [00:44:00] little go down to, Matanzas. or you can go on the north and go, that way. Or when we're going, we're gonna go, "Hey, we're gonna go tubing this Sunday," we go out on the river.

[00:44:08] Tiara Bolton: Right.

[00:44:08] Tracy Hayes: You know, 'cause the water's not moving fast. There's not as much traffic, and, you you don't have to worry about other, too many other boats ' cause there's plenty space there.

[00:44:17] Tiara Bolton: Right, and there's also the factor of, you know, whether they are boaters. Okay, what kind of boater are you? Are you actually a fisherman or are you a boater?

[00:44:23] Tracy Hayes: Exactly.

[00:44:24] Tiara Bolton: 'Cause we have different waters, and then when you're looking at houses on this side of town versus this side of town, the age of them, or, you know, we have Salt Air, you gotta worry about a little maintenance, gonna be a little bit more- you

[00:44:33] Tracy Hayes: store the boat in your yard?

[00:44:35] Tiara Bolton: Yeah. We have HOA- Or do you belong to the club,

[00:44:36] Tracy Hayes: or what

[00:44:37] Tiara Bolton: each, you- HOA, no HOA. Right. You know, you, even if you're not in an HOA, you still have city- city regulations you adhere to- Mm ... or if you've got that one person in the neighborhood that's gonna call

[00:44:44] Tracy Hayes: You could overwhelm someone. Yeah. But there's a tact, I guess, in the way you have this conversation.

[00:44:49] Tiara Bolton: I don't... Yeah, I'm not very scripted. I kinda like just casually pull a conversation down. I mean, I have like general, you know, what does the move like? What do you envision, you know? What is

[00:45:00] lifestyle? I mean, I have like all those general questions. Yeah. And sometimes it leads to others, and just depends on the client.

[00:45:06] Tracy Hayes: I was, preparing something for something different, but you made me think of this. Yeah Oh. Would you agree that to truly be a successful real estate agent, to do it as a career for length of time, you actually have to have a natural curiosity, a natural thing to want to-

[00:45:27] Tiara Bolton: Help ...

[00:45:28] Tracy Hayes: want to help, yes. And part of helping is asking some of these questions to pull out what people... 'Cause some people won't ultimately, sometimes they know how to tell you if they're even, they want something but they don't know how to ask for it, basically.

[00:45:42] Tiara Bolton: Yeah, don't know what they want. Yeah. And that's part of like the discovery phase. Yeah. I Yeah ...sometimes it's just casual. I mean, we, like I said, Jacksonville's huge, so they think they might have an envision, like, "Well, let's just visit this area." Okay, if it doesn't check all your boxes or if it, you know, you buy your buy box-

[00:45:57] Tracy Hayes: Mm-hmm ...

[00:45:58] Tiara Bolton: then we'll, you know, cross it off. [00:46:00] Let's go visit this one. You've got to narrow it down because like we have so, I mean, we have a lot of good school systems, different of school systems for different reasons. but just, it, you have to care. You have to truly, genuinely care, and not be transactional. And just, I don't know, I

[00:46:17] Tracy Hayes: just- Well, I think, well, I, and I've mentioned, it, I mention this a lot, but any agent listening now, and you're, I know you'll agree with this cause deal, you, you mentioned, whether you're in the notes that we were doing, but the referral business.

[00:46:30] Tiara Bolton: Right.

[00:46:30] Tracy Hayes: You know, you know, to get referral business, and that you, you, you think you mentioned you have a hard time asking for it, I do ... Which a lot of people, a lot of salespeople do. A lot of- I, They're just not, Yeah it's not, you know, it's, are we worthy? Did we do a good job? And so the only way to do is like, "Hey, can you leave me a referral? not a referral, but a, review?" That way at least they, they it out there that, "Hey, the air was great." Oh, okay. So they think I'm great, and now can you give me a r- so, so you got- Yeah. So there's a way to, to do that. But again, being in sales for most of my life, that has always been, [00:47:00] I have that same challenge too. I don't consider myself a salesperson. I worthy? Did I do a good enough job? Because sometimes we go through our motions we don't actually, don't necessarily react right away.

[00:47:10] Tiara Bolton: Right.

[00:47:11] Tracy Hayes: Or not everyone does react, or, you know, reach out and say, "Hey, I really appreciate everything." You know, we really appreciate those who do, and we feel really good, but we're always, like, measuring ourselves, you know, or did we do a good enough job? Should I ask for a referral? I didn't do a good enough job. They don't refer someone to me. You know, that type of thing. Every salesperson goes through that.

[00:47:32] Tiara Bolton: for one, I don't consider myself a salesperson. I feel like more of an advisor, but-

[00:47:36] Tracy Hayes: But you're in sales.

[00:47:37] Tiara Bolton: I am in sales.

[00:47:38] Tracy Hayes: You- you- I am in sales fall under the category. Yeah.

[00:47:41] Tiara Bolton: But if you read, if read my reviews, I don't come across very salesy. I feel like I'm always, you know, they've always just said that they appreciate my open, my casualness, that I'm truly on their side, that I'm just another,

[00:47:54] Tracy Hayes: another client. Well, isn't that the great thing, though, about selling real estate, though?

[00:47:57] Tiara Bolton: Yes.

[00:47:58] Tracy Hayes: Because you can be [00:48:00] authentic. The closes itself. You're eventually find a house and they're gonna be like, "Wow, this is it." Right?

[00:48:06] Tiara Bolton: Oh, yeah. And that's just gratifying, just to help them get to that phase. Yeah. But going to asking for sales, like, I don't really measure my success based on, you know, recognition, so that's it's kinda hard for me to ask for referrals. I've gotten better. and are those that will give me, a great referral, or great feedback, and you know, it helps. And then there's others that don't, but they refer a lot of business to me, and right there, that is, like, the best thing you can do for me because it just shows me that I did a good shows me that you were satisfied, so it's the highest compliment.

[00:48:40] Tracy Hayes: I've gotta say this, 'cause when we go back to the, We'll it a tagline.

[00:48:44] Tiara Bolton: Oh, boy.

[00:48:45] Tracy Hayes: Serve before you sell.

[00:48:46] Tiara Bolton: Oh, okay.

[00:48:46] Tracy Hayes: I that question's later on. We talked about it. th- you we're gonna talk about it and what it means to you. But great agent that I've had on, to, boost you up a little bit, as had some, I mean, agents doing tremendous amount of business, [00:49:00] they all, Well, well, you know, I think of, I always think of Flashing, 'cause it's, what's his, Oh, God. What's, what Round Table's,realty's, tagline? people before property. That's their tagline.

[00:49:10] Tiara Bolton: Yeah.

[00:49:10] Tracy Hayes: Other people have used that. That's basically what you're saying, something similar to that. serve before you sell. And you have that ideology, that methodology, you're, that's the way you work. I And that is the great thing about it. Someone wants to get into real estate, and they don't want, 'cause they want, they sales, they can make good money. Mm-hmm. But they don't wanna be a salesperson that has to necessarily close. I think salespeople necessarily have to close. Now, sometimes you do have to say, "This is the r- this the property. Yeah, yeah, yeah, yeah, yeah. Okay, the contract and sign it." Now, that, that's basically close, and do they pick up the pen and sign it, you know, type of thing. That is, that is kind of your close, but that's part of the sales pr- the process. They have sign a contract eventually.

[00:49:53] Tiara Bolton: Right.

[00:49:54] Tracy Hayes: Right? So some don't normally say, "Hey, give me the contract," or, "Hey, let's make an offer." They don't often just come out and say that. [00:50:00] You have to basically k-

[00:50:01] Tiara Bolton: Sometimes you have to, you have to read them.

[00:50:02] Tracy Hayes: yeah.

[00:50:02] Tiara Bolton: yeah. You know, whether you have a husband and wife, and they may not on the same page. I'm like, "I can s- you know, s-" They're

[00:50:06] Tracy Hayes: waiting for feedback from the other one.

[00:50:07] Tiara Bolton: Right. And then sometimes they're just not communicating. But when you ask those questions, and you find out, like, what didn't check here, what didn't check there, and sometimes we can find that compromise. And, you I never want them to feel like they're settling. but I just truly feel that You know, I just care for the people that God has put in front of me- one way or another. You know, they all have different stories. So I don't mind going that extra mile, getting my hands a little dirty. I don't mind having those-

[00:50:36] Tracy Hayes: You do the great v- what, what was the, the I messaged you a couple weeks ago, and said you had the client who saw the videos of you sweeping or cleaning or something like that. tell me that's you. I forget it was that triggered-

[00:50:47] Tiara Bolton: That was a listing presentation.

[00:50:48] Tracy Hayes: Yeah. Yeah.

[00:50:49] Tiara Bolton: I was like, she just asked me, she's " So I see all y- these videos where, you know, whether you're working in the yard or you're cleaning up dog mess- ... or whatever the m- case may be. Do you charge extra for that?" I [00:51:00] was like, " No." I'm like-

[00:51:03] Tracy Hayes: That was so good. I'm

[00:51:04] Tiara Bolton: like, it was just so cute how asked me, and I just, like, again, I don't ask for recognition. I don't need it. It's just comes naturally to me. I'm like, I will do it takes. I find what my client needs and wherever that case may be. You know, it's not one all size fits all. Some need a little bit more help than the others.

[00:51:22] Tracy Hayes: That, well, and it goes back to your serve before you sell. That, that tagline and that mentality, you know, is the, a cornerstone to the great agents that are

out there. Mm-hmm. Because you, you have, you, you're not looking for the r- your is them referring you someone. That's recognition- Right ... to you. We necessarily have to have someone pat you on the back, although that feels great, and you appreciate someone recognizing that you actually are doing these things, ' cause, I mean, how many times have you been out there doing these things going, "Am I really making a difference," right?

[00:51:49] Tiara Bolton: Right.

[00:51:49] Tracy Hayes: You know? but when you get the referral or someone mentions it in their review, I had, my, my wife had one where she was, she was still, th- the house was under contract, but they [00:52:00] her out there still picking weeds out the flower bed or something.

[00:52:03] Tiara Bolton: Yeah.

[00:52:03] Tracy Hayes: And mentioned that in the review. And that was the wow moment. That was the moment where they So she was doing something they did not expect her to do, nor did she have to do it. I mean, was house still gonna close? Yeah. because of those little things, the, serve before you sell attitude- Yeah ... is what makes the difference.

[00:52:23] Tiara Bolton: I mean, yeah. mean, it- I've had lots of those situations where, and it is nice to get the recognition, but I mean, I will have those c- tough conversations, and sometimes, you know, the makes sense, sometimes it doesn't make sense, sometimes I'm not a good fit and just we're not a good fit each other. Mm-hmm. And it's okay. but there's other times where the numbers don't work, or like you said, your wife, you know, was pulling weeds. I've had plenty of those. And I actually just had a really good review, they were able to point all those things out, and where the mother-in-law was actually a previous agent, and she even recognized it.

[00:52:59] Tracy Hayes: That's

[00:53:00] nice.

[00:53:00] Tiara Bolton: Yeah. she's like, "I've just never seen anybody do that." I'm like, "Really?" Yeah. And it was just hard, but, you know, I helped them prepare the house. You I'm gonna prep. They had three kids. they were actually all sick, so they couldn't do it, and we had photos, so things to get done. Mm-hmm. And I was available. If I have the time and the opportunity, I will get down and dirty. Yeah, yeah. It's okay. I'll give you my time. Oh. ' cause I'm there to get you to the table one way or the other.

[00:53:26] Tracy Hayes: Yeah.

[00:53:26] Tiara Bolton: But also, at the very end, you know, did have a lot of hoops that we had to jump through, but at the end, it was closing We had a simultaneous closing, and The buy- the property they buying had its own little hiccups, so it kind of delayed the movers on the house we closing, their, their personal property.

[00:53:46] Tracy Hayes: Right.

[00:53:46] Tiara Bolton: And we weren't out- they gonna get out in time. Well, they weren't gonna close. They their funds because we had to close on other property.

[00:53:53] Tracy Hayes: Right.

[00:53:54] Tiara Bolton: And, the movers just them ha- left them hanging, so I was down there helping them move, scrubbing

[00:54:00] the house, cleaning the house till the very

[00:54:01] Tracy Hayes: end. If you, if you haven't, if you have not been there helping- Oh ... someone out of their house literally at the probably past the 11th hour, you been doing real estate long enough.

[00:54:13] Tiara Bolton: Exactly. No. No. Like, and know, whether that refrigerator's leaking at the very last walkthrough, I'm like- Oh ... "Oh, Lord." But learn But learn how to, like, but not get overwhelmed and just feel like, "Oh, this is the of the world." Yeah. Just being able to problem solve and just casually, it's fine. I've helped tremendous people at the end. Yeah. You know, and just it could cost them more if we're not getting the closing table.

[00:54:34] Tracy Hayes: when a gives you their budget, what does the real monthly conversation, and, and we talked a little bit about pre-show. We, for people moving outside the area, especially 'cause not everyone's in an HOA or a CDD.

[00:54:45] Tiara Bolton: Right.

[00:54:46] Tracy Hayes: you know, insurance is a little bit of a factor here. And, you know, years ago, you know, we would like, " Oh, hey, we're closing next week. Hey, oh, hey, let's go make sure we got the insurance ready." Now, we're to get those numbers up front, even [00:55:00] buyers who could easily afford anything. they're buying below, you what their income is, you know, and get approved for it. We're still, like, getting things like insurance now right away, right? You the contract's signed, we're getting insurance quotes. You

[00:55:14] Tiara Bolton: do it right in the due diligence period.

[00:55:15] Tracy Hayes: Yeah.

[00:55:15] Tiara Bolton: Because you never know. when they're having that conversation, they're telling me their monthly budget, they have idea of what their monthly budget is, and sometimes they're right on cue. Sometimes it just takes a little bit more of questions and discovering, getting a little bit more creative. you know, some of feel like, okay, just maybe it's the interest rate holding them up, maybe the insurance that they feel like they can't ov- you know, overcome that obstacle. But there's things around that. I've got a really great insurance agent, and I've been able to help them, because of my foreclosure background, anticipate problems up front, whether going into a house, you know, if this is gonna be maybe probably too much for you as a maintenance expense. ' Cause a of buyers don't understand that, yeah, you own the house, but after that, there's upkeep and maintenance, and what is it gonna look like?

[00:56:00] Right.

[00:56:00] Tracy Hayes: That's

[00:56:00] Tiara Bolton: part of it.

[00:56:00] Tracy Hayes: And How old is that water heater? It, you know, you're gonna have to replace, so that's kind of a, not necessarily a big deal. but that's, it's

[00:56:06] Tiara Bolton: a

[00:56:06] Tracy Hayes: first-

[00:56:07] Tiara Bolton: But that affects, it affects- insurance ... it affects insurance. Whether we get that up front or whether you had do it after closing, it could, you know, negate your policy after the 30-day inspection period. Mm-hmm Or, you know, you have to replace it. So you have to budget for that one or the other. But are all educational, and especially for first-time home buyer, my conversations go completely different than those that have been maybe seasoned, bought one or two homes. But insurance I feel has gotten a little easier, that we've had more carriers coming into Florida.

[00:56:37] Tracy Hayes: Yeah.

[00:56:37] Tiara Bolton: I actually just got a 30-year waterproof, water heater approved the other day. That was kind of like, wow.

[00:56:42] Tracy Hayes: Yeah.

[00:56:43] Tiara Bolton: But, you know, they're looking for, the driveway, things like that. Yeah. The cracks. It's a trip hazard. People don't at stuff like that. And I'm like, "Well, that's gonna probably something we have to work through one way or the other- Mm whether it's up front or in the end, you know? What's more important to you- Yeah ... price now, or...

[00:56:58] Tracy Hayes: Well, you're with buyers and sellers. You work [00:57:00] with both. Do you feel some of the listing agents could do a little more due diligence- Prepping? Oh,

[00:57:07] Tiara Bolton: yeah ...

[00:57:07] Tracy Hayes: like, you know, knowing, you know, how old the roof is, you know, how old the water heater is, all those things that, that you know when buyer goes and gets an insurance quote. I think people are kind of, they don't realize, in our technology world, these insurance companies thrive on data. they have the data. They know when the permits were pulled. they can find out this is information so quickly- Or pulled ... or not pulled, yes. And they this information, therefore they can give an accurate insurance quote. That's their job. They need to know that information. So don't think, "Oh, if I know that water heater's old, but let's see if they find out." yeah, they find out. it's gonna be a few moments.

[00:57:45] Tiara Bolton: Yes. I think agents, whether seasoned or new, need to a little bit more digging. I mean, I think there should be, that should be part of everybody's process- Mm-hmm in prepping the house, and, like, getting that questionnaire, learning like what improvements have [00:58:00] you when were they done. Do you know were they done with permits, not on permits? And hopefully the sellers will answer those truthfully. But if not, you know, there's other ways we can do it ourselves, whether the seller doesn't know or if it's a kid selling their parent's property, we do it ourselves. We can pull serial numbers-

[00:58:16] Tracy Hayes: Well, that ins- that ins- that insurance agent themselves, they, you know, you got your go-to insurer. I think every agent, you to have your go-to list. Oh, yeah. You need to have your, your speed dial, and, you know, to call that insurance agent and say, "Hey, I'm gonna be listing this house. You know, give an idea of what insurance might run," they're immediately go in there. Is it in a flood How old's the water heater? How old's the roof? They're gonna find that stuff out like that. Yeah,

[00:58:37] Tiara Bolton: you can pull those reports. You ' mean, cause a lot- if- a good insurance agent's gonna have several different underwriters and what their underwriters are looking for. Mm-hmm. So knowing those questions, whether I need to negotiate this upfront or get replaced up front, and that all comes to, like, prepping the house, is, like, where we need to focus on repairs and getting this list ready? Because most sellers will think, " Oh, I gotta renovate the whole house. I've gotta do everything." No, you don't have to.

[00:58:58] Tracy Hayes: Right.

[00:58:58] Tiara Bolton: We just have look at [00:59:00] what you're competing with, what are buyers gonna respond to, what are they dealing with today, and what's most important.

[00:59:05] Tracy Hayes: If you had g- you into a listing appointment you have total control, Not all the time ... the, the... Well, I'm just saying hypothetically, hypothetically. besides price-

[00:59:15] Tiara Bolton: Mm ...

[00:59:15] Tracy Hayes: let's just say you've, gonna price it right. already agreed with you. You, you... That's, not a problem. What some other things that you're looking for that, you maybe you're coming up with now, especially right now in the market, in thinking about the buyers who might be coming in? Who might wanna buy this house? Right. What are they going to be looking for? What kind of coaching are you are you giving, some of these, buyers and, some of these sellers in making sure that house is ready for the 2026 buyer?

[00:59:43] Tiara Bolton: some sellers are realistic with pricing, some aren't. when you have that, when you're on the same page and they listen you on pricing and not looking at online models- Mm-hmm ... kind of thing, when they listen to you and like, "Okay, this is, this is your buyer pool. Whether it's six months ago, it's a completely different [01:00:00] market. I'm gonna focus on the last three months. I'm also gonna focus on what you're competing with- on the currently on the market." So try to have realistic expectations with all my sellers. I not to sugarcoat, you know, like, you know, scenario But what- ... scenario two ...the house- the

[01:00:13] Tracy Hayes: house, itself- Yeah ... the presentation. That's what I'm of want- I ju-

[01:00:16] Tiara Bolton: How I present the house?

[01:00:17] Tracy Hayes: Y- well, what are the 2026 buyers, fall of 2026 buyers looking for when they walk in the house? You had an open house last week- Mm-hmm ...for example you had an image that you wanted to put across for that particular house. What some of the key elements that you make sure are a certain way? Because this is what the buyers, may whatever, you know, maybe it was a family, maybe you're, you know, in St. Johns County near the elementary school, so maybe young family might be look- what are they looking for? How are you coaching the sellers to, their house ready for that buyer, which might be a, not necessarily their taste?

[01:00:55] Tiara Bolton: Well, exactly. So you have to kinda like neutralize the [01:01:00] situation and just kinda keep it as a blank palette. But for that particular house that you're speaking of, it's in an older neighborhood, so it had a whole lot of character. Mm-hmm. Buyers are already dealing with a lot of, you know, strains financial and hardships and so forth, so affordability is always on their mind. And they have a lot of choices, so how is it gonna set this house apart from the rest? And that's what... I take them through other properties. I'm like, "Well, this is what you're with." Oh, that's good. Yeah, absolutely. Whether it's online or in person.

[01:01:26] Tracy Hayes: Mm-hmm.

[01:01:26] Tiara Bolton: because whether think they have seen a house sell online, and they know what that house sells for, I'm like, "Well, let's actually let's take look at this property and look at their bottom line." Like, you see that they actually paid much in closing costs or this much for, you know, concessions for repairs. We factor all that in. Where was that buyer? Was it FHA? Was it conventional? And that's, again, where is our buyer coming from? With older homes, you have to look at a little bit more, if it's off grade or on a slab. This one has all mechanicals, has already been done, so check, check, check, roof, you know, septic, drain field. you know, it's been inspected [01:02:00] under, in crawl space. So for a buyer coming through, and it's already been updated, so a buyer coming to an older home expecting that they're gonna have to put a lot of big-ticket items in and it's already done for them, that's highly appealing.

[01:02:12] Tracy Hayes: Right.

[01:02:12] Tiara Bolton: And it's insurable.

[01:02:13] Tracy Hayes: Right.

[01:02:13] Tiara Bolton: So they don't have to deal with that.

[01:02:15] Tracy Hayes: If was selling one of those older homes that may have the older plumbing, older electrical-

[01:02:20] Tiara Bolton: Right ...

[01:02:20] Tracy Hayes: type of thing, I imagine you, you might have, have- Yeah at least spoke to them, if not got the listing. But what, how does that conversation go? Is that something you're like, "Hey, they're gonna come in and they're gonna have that inspection done," and you've got the wiring, they're gonna tell them that, you it's outdated or m- or that box has got be changed. You obviously, if you've got the old plumbing where the insurance companies won't touch, we've gotta do this work now.

[01:02:43] Tiara Bolton: Well, yeah. And one of my things that I like to do, I'm not big on doing a pre-ins- home inspection report, but I've been around long enough. I've been through a of different- Mm-hmm ...kinds of homes. to what to look for, so I try to get that for a point. they don't already have one, I try to at least get [01:03:00] that so we d- look what dealing with. And that just helps me guide them price-wise and expectation-wise. I'm like, "This where you're gonna be your ideal buyer, whether it's an as-is, repairs, minimal, whether it's this can only go conventional or cash."

[01:03:13] Tracy Hayes: Right.

[01:03:13] Tiara Bolton: If do these little minimum repairs, and do little, these little tweaks and so forth, give a concession, we can open it up to a larger buyer pool. But again, it's just setting realistic

[01:03:22] Tracy Hayes: expectations. Have you j- um, p- uh, a little test. y- Y- you know, I, think a lot of agents, just knowing from the lending side-

[01:03:27] Tiara Bolton: Mm-hmm ...

[01:03:28] Tracy Hayes: that there a VA renovation loan. Obviously FHA has its renovation pro- Yes ... products, but every buyer obviously wants to take that route either. Not to fall back on telling the seller, " Hey, well, we can at least list it as a VA renovation project." Not many are really wanting to get into that. unless you're giving them a really good deal.

[01:03:48] Tiara Bolton: Right. Again, but there's more sellers than buyers. Buyers have more choices now.

[01:03:53] Tracy Hayes: Yeah.

[01:03:54] Tiara Bolton: So, and wanna go in basically move-in ready. Yeah. I they don't wanna deal with it.

[01:04:00] Turnkey.

[01:04:00] Tracy Hayes: Yeah. Turnkey. Mm-hmm.

[01:04:01] Tiara Bolton: and the more you can help that, especially with affordability side of it, it's gonna make your property out a lot more. But to your point to renovation loans, yes, we a lot of products, but not every buyer can do that. Mm. 'Cause some will require a larger payment, some will have a cap on what, you know, how much renovation we can do, and it might not fit. Well,

[01:04:20] Tracy Hayes: as I had someone s- I had an agent the other day, she mentioned a house that needed some work, needed a roof and needed siding, and I said, "Well, okay, so is, but is seller selling it below value because of the roof- It- and the siding? Because if selling it at what the, the appraisal will come in at today, and you wanna spend $30,000 on a new roof siding- They sell it for $30,000 less than what the market's giving them right now.

[01:04:47] Tiara Bolton: But again, that goes to like, where are you at?

[01:04:50] Tracy Hayes: Yeah.

[01:04:50] Tiara Bolton: What do you need this to look like? What is your timeline? And again, if, if I need a new roof, it's not insurable, so it won't go, you know, standard on- Mm-hmm [01:05:00] different loan products. So that limits buyer pool. But gonna price it knowing that it needs this, that buyer's gonna have to see that. Not every buyer's gonna see that, even agent's gonna be able- Yeah ... to relay that their buyer.

[01:05:12] Tracy Hayes: well, talk about the relay to the buyer. How important have you, have you found... You know, 'cause I think, I have many agents come in, go, and then the com- the common theme of this topic is there's that agent on the other side that wants the, to battle. Yeah. Like, like it's their house they're buying, and they're- I know ... you're gonna, they wanna negotiate, and like you guys the only two in the ring type of thing.

[01:05:31] Tiara Bolton: It doesn't need to be

[01:05:31] Tracy Hayes: that

[01:05:32] Tiara Bolton: complicated.

[01:05:32] Tracy Hayes: yeah, how important it is, you know, if a new agent's listening to this right now, how important it is to, of a collaborator-

[01:05:42] Tiara Bolton: Absolutely

[01:05:42] Tracy Hayes: when you de- working with the other agent on the other side.

[01:05:44] Tiara Bolton: I think collaboration is key, and yes, we'll have those agents that, like you wanna battle, and it doesn't need to be that way. I mean, we, you have a buyer, I have a seller. you know, they wanna sell, we wanna try to get the closing. Yeah, let's figure it out. Let's figure it out. It's a puzzle. Let's put this

[01:06:00] puzzle together.

[01:06:00] Tracy Hayes: Exactly.

[01:06:00] Tiara Bolton: We don't have to fight each other. We don't have to make it complicated.

[01:06:04] Tracy Hayes: All right. This one, you said you had a conversation with a, with a, with someone recently, but obviously we have, it's prior to November 3rd of 2026. we got amendment three, talking about reducing or increasing the homestead exemption to 150,000 for 27, 250,000 for, 28. I did a quick calculation on my house. That would save me about in taxes next year, for about $1,400 and some change in 2028. My in-laws would basically, in '28, they would have any non-school taxes. Mm-hmm. because their exemption would exempt out their, assessed value.

[01:06:43] Tiara Bolton: Right.

[01:06:44] Tracy Hayes: Are having conversations? Are you having buyers asking about this right now?

[01:06:48] Tiara Bolton: truthfully, it really hasn't come up. I have had a few just recently this past weekend where they came through the open house, and asked, you know, what my thoughts were. W- she was kind of [01:07:00] contemplating if it would, make an effect on her buying decision.

[01:07:02] Tracy Hayes: Mm-hmm.

[01:07:03] Tiara Bolton: And, you know, I just told her, she what I thought, and so I did. I do have my own perspective as professional and as a homeowner. So, you I kind

[01:07:14] Tracy Hayes: of- And, like, conflicting?

[01:07:15] Tiara Bolton: Well, sometimes I put that realtor hat on. Sometimes let you as a person- ... so ethically. Right. But, you I think there is... I for it. I there's a lot of good to it. I think it's needed because property values have gone astronomical. I think we're also generating way too much money, and when the city that they have all this additional money- Wow ......that they need to spend it, and I think there's been a lot of wasteful spending, and I think should truly own our property. Amen. And it will help with the affordability.

[01:07:45] Tracy Hayes: Yeah. Well, you think about it. On, on my house, it is a year. That, that's $125 a month on, on your payment-

[01:07:52] Tiara Bolton: Absolutely. Yeah ...

[01:07:53] Tracy Hayes: right there.

[01:07:54] Tiara Bolton: It relieves a lot of pressure.

[01:07:54] Tracy Hayes: Yeah, it takes off a... And we live such a... I think, a lot of people, [01:08:00] that, because we have had arguments, and unfortunately it- w- I haven't, my wife had an ar- ar- I'll say an argument, a discussion. Let's say she had a discussion with someone who's on the other side of the, of the political fence, and I think their defense of it is, "Oh, not do it," and I think it's because who suggested it, you know? That's part of it. The other part is that some reason they have a closed mindedness to how Florida in, brings in revenue.

[01:08:27] Tiara Bolton: And where it's gonna-

[01:08:28] Tracy Hayes: and the tourists that come and the, the, uh, sales tax and so forth. mean, the amount of, you know, tourists that come to our state. I mean, think about any state in the union where people say, "Okay, if you were to vacation in the United States, where would you wanna go? What would be on your top three list?" I guarantee you a high percentage would be World would be listed in their top three for most of the country. It's just a thing. Their wanna go there. They seem to think... and obviously our kids are spoiled because they've been there many times. Right. [01:09:00] And other kids we know in the country have never been there. Yeah. And, they get down one time because, you they took a vacation and, and got to Florida, but at some time another, most people make it to Florida at one time or another. And these, those taxes are huge, let alone the businesses and the corporations that have moved into Florida. There's corporate taxes and things like that.

[01:09:20] Tiara Bolton: Non-homestead or pro- Yeah ... there's plenty of money coming in. Yeah. We have, like you we have a lot of tourists. I we have all that generating. We have a lot of second homes here. People with snowbirds that, you know, have a second... All that is money coming in. So all these people that worried about, you know, where's the money gonna come where are they gonna raise taxes if they take it from here? It's being allocated. It's there. yeah. yeah. It's not gonna hurt our schools. not gonna hurt, you know, you first responders. The money is still there. They're gonna be still a priority.

[01:09:50] Tracy Hayes: If saw the report from, I don't know if it's, they call them the comptroller or no, DeSantis, I saw, you know, saw the, the press conference. Some of these counties have gone just crazy with their spending. I mean, [01:10:00] population has grown a l- you know, a certain percentage- Wasteful but their spending has gone, where hired all these more bureaucrats on. They've, hi- you all these pet projects, they st- start going. Like I said, there's such wasteful, wasteful spending. It's, it, needs a little... I think it's a good thing to do a little checkup.

[01:10:13] Tiara Bolton: And I just think it gives us a little bit more time for us to ask the questions and for them be more transparent and post where money is spending because people-

[01:10:20] Tracy Hayes: It's supposed to be in the sunshine.

[01:10:22] Tiara Bolton: Right. Well, you know, it's just gonna, you know, bucker down on where they can actually spend money- Yeah ... and have to those questions- Yeah ... and not be filling each other's pockets.

[01:10:30] Tracy Hayes: Well, I think we didn't address this question, about, were talking a little bit about new construction. but a buyer's excited about a new construction community in Northeast Fort what... Because get excited by all the bells and whistles or, you know, splash pads or whatever, right? Oh, yeah. But then you have to ha- you sit them down and actually, "Okay, let's go through what that splash pad's gonna cost you and how does this work?" how do you lead into that conversation? What do you think it's important them to know? And th- they need to know.

[01:10:56] Tiara Bolton: Well, yes, buying a new home, in most cases it can be [01:11:00] cheaper. you know, whether it's incentives, it still has a war- I we have those conversations like, "Okay, yes, you're buying from a builder. Yes, it comes with these incentives. Yes, can get your rate down here. Yes, we can get everything in move-in ready, and you're still dealing with a warranty, a- insurance is gonna be a lot cheaper than probably buying a lot of resale homes- Mm-hmm ... just depending on condition. But is every new construction the right fit for you? No, because I mean, I've had issues new constructions where the quality of construction is not there. Yeah. don't build them like they used to- Yeah. ... compared to like the two-by-six or the two-by-four framing. Mm-hmm. I mean, there's been a lot of cutter- you know, corners cut. But again, with the splash pads, if it doesn't fit lifestyle, you know, whether it's in your CDD fee or just a higher HOA, are you truly gonna use these amenities? You if you're gonna pay for this, do you have a gym membership? Do you like to go to the gym? Do you wanna go to the Do you have grandkids? Are you gonna utilize this? Yeah. Do you have a family? I mean, those all things. It's lifestyle.

[01:11:56] Tracy Hayes: Yeah, yeah. I, had the thought on a question. I, I lost it there.

[01:11:59] Tiara Bolton: Sorry.

[01:12:00]

[01:12:00] Tracy Hayes: No, I was listening to you and, you mentioned... Oh, it come back to me. Okay.

[01:12:03] Tiara Bolton: Okay.

[01:12:03] Tracy Hayes: We'll, we'll move on. Can I get a drink of water? I get a drink of water? yes, get a drink of water. For shopping waterfront or coastal properties from Jacksonville to Ponte Vedra, what are the things that the listing sheet simply doesn't show you?

[01:12:20] Tiara Bolton: Okay.

[01:12:21] Tracy Hayes: And I think this, this really covers... You, you know, you can go down to St. Augustine Beach, you can Anastasia Island, Vilano, all the way up, Jacksonville Beach, even Fernandina. Buying coastal property, you need an agent who knows what they're doing.

[01:12:36] Tiara Bolton: Yes. ooh, that's a loaded question. Okay. being that we have so much water here, and a lot of people who are not from here relocating don't realize how many different kinds of waterways we have- with the creeks and, you know- Mm ......bridges, different elevations, coastal construction versus, you know, whether it's salt or, you know, just regular St. Johns River-

[01:12:58] Tracy Hayes: Mm-hmm ...

[01:12:58] Tiara Bolton: or you have the Black [01:13:00] Creek. elevation is key, even if you're not a flood zone, because we have different many flood zones here, and our elevation has changed quite a bit. we a lot of different soils here, so that makes a big difference. older homes, whether you're buying closer of coastal, Probably getting a little too technical here, but I look beyond just the house and the location. Like, when was the house built? Because the slab is important. People don't really look at that. If it's a slab house and an older house, concrete's very porous, so you have to look at the materials that are in the house. Mm-hmm. You know, you want be able that slab to breathe through the tile, through the carpet, through the hardwood floors. If you've got LVP, sometimes it's a red flag.

[01:13:39] Tracy Hayes: Yeah.

[01:13:39] Tiara Bolton: especially with waterfront. I also look at the bulkhead, you look at the grading of the lot. Those are all little things-

[01:13:47] Tracy Hayes: could find that on a, a bulkhead on a retention pond.

[01:13:49] Tiara Bolton: Exactly. Hmm. But, you know, what is the construction? When was it last maintained? is there an elevation certificate on this property? even if it's in a flood zone, would wanna consider a flood zone, you know, getting flood [01:14:00] insurance? Because maybe you only have, like, a portion of the back lot, but I've seen it many times where that prop- that water will come into your back porch. You don't think it comes into your house, and it does damage.

[01:14:11] Tracy Hayes: Mm-hmm.

[01:14:11] Tiara Bolton: I also look at little things like, where's the front door in correlation to the sidewalk? Is it higher or lower? ' Cause that's all about grading. Or

[01:14:21] Tracy Hayes: equal.

[01:14:22] Tiara Bolton: Exactly. I look at that driveway. Yeah. I'm like, are you driving down or up?

[01:14:25] Tracy Hayes: Yeah.

[01:14:25] Tiara Bolton: I look at a lot of things, '

[01:14:27] Tracy Hayes: Cause I, I don't think you've mentioned... We mentioned St. Johns County earlier. You know, I remember one telling me years ago, he said, y- you he had grown up obviously in the area when, when there wasn't any these subdivisions. But as these subdivisions, every of these subdivisions has to bring in fill. And like you said, the elevation of the front door to the road surface because it's rising water that you're really fearing. It's not the hurricane ripping the roof off. That's a different subject.

[01:14:51] Tiara Bolton: No.

[01:14:51] Tracy Hayes: But flood, flood is a different thing. Rising water, so if the street in your front door or on an equal playing that's not [01:15:00] necessarily good. Now, obviously, imagine in St. John's County, one the ways they get out of, you know, they don't ... New, new builders don't wanna build a house and then tell the person, gotta get flood insurance," so they're bringing in fill to bring that up, to it. Are they doing it right? What fill are they bringing in?

[01:15:15] Tiara Bolton: Well, yes, you think they're it right. Yeah. You think it's passed city code inspections, but you know, we won't even go there. but that's when you bring on further investigations, you know, whether you have your home inspector who is saying, "Okay, there's, maybe there's some questions for the, the drainage," then you bring someone who's specialist- and you that looked at. But, there's lots new construction that are- you- ... having issues with-

[01:15:38] Tracy Hayes: Do you- ...

[01:15:38] Tiara Bolton: settling ...

[01:15:39] Tracy Hayes: do you try to get a, a home inspector on a, when have a new construction, someone's actually building house from zero? Absolutely.

[01:15:46] Tiara Bolton: I either ... Depending on the state, I mean, obviously, if it's a spec home, there's only a certain kind of- Yeah inspection we can do. It's just the final inspection. and even before the builder I don't ... You know, I keep in contact, like, okay, year one, year two, you know, just don't do a little checklist, [01:16:00] all being like, "Oh, I have an issue with the warranty department." Just put all together, and we'll have a final inspection before your, you know, 12 months up, and then we can approach that. But I think it's key because, again, you have your superintendent on site, you know. Technically, work for the builder. Are they in your best interest? You need third party, a neutral party, someone who is not, you know, arm's length-

[01:16:22] Tracy Hayes: and the county is not your an inspector.

[01:16:24] Tiara Bolton: No. No.

[01:16:26] Tracy Hayes: That, that's why I think where a lot of people think, "Oh, well, they got a occupancy permit. They must ..." No, they d- they look- No ... for a couple things, and they move on.

[01:16:32] Tiara Bolton: And a lot of these, too, I won't even mention the counties. They have, these new programs where they're bringing the third-party inspectors and, you know, and just the just stamping it, "Oh, it passed the engineer- Yeah and it passed the inspection. We're good." No.

[01:16:46] Tracy Hayes: Yeah.

[01:16:46] Tiara Bolton: You need to ... It, home inspection, new home, new construction is key because you never know when you're missing an insulation, or they drywalled over where a window should have been. I mean, I have seen all kinds of crazy stuff.

[01:16:58] Tracy Hayes: You've said [01:17:00] you especially love working with baby boomers, downsizers navigating their life change. What makes that move so different from other transactions?

[01:17:09] Tiara Bolton: hmm. One, they listen to me. They've been around. Right. They've bought and sold, so they appreciate my expertise. But no, on the flip I don't know if I gravitate more towards them or them towards me, but, when going through- I've just developed more of a sensitivity and an awareness for every situation. People are through different things. I have of a really big heart, sometimes too big of a heart. But- ... whether they're going through health issues, downsizing, transitioning, you know, a loss of a family member, they're a widow, it's very emotional. And whether the kids, the family members, are having to handle the for them- there's a lot of aspects and a lot of stress on them. So whether it's emotional, financial, health, wherever they might be in stage [01:18:00] of life, just letting go and the, the big change that have to take on. I understand that a lot just because of, having to deal with my mom. I was her caregiver for seven years. Mm-hmm. So five of that she lived with us. I had to deal with all that emotional of it and, you know, selling off her assets and what did for, for my family. So it's not just the people, you know- Mm ...the husband and the wife. it affects everybody.

[01:18:27] Tracy Hayes: Yeah.

[01:18:28] Tiara Bolton: So mentally, physically, emotionally, I understand it way too well and, it can take a strain. So I just try to coach them to the right lifestyle, whether it's, maybe it's going into active adult, maybe it's moving a home, you know, we can do like an ADU and still them home, because I think it's important- for us to care for them. I probably to every, assisted living facility here, ALS facility- Mm so I know them. And I have a little bit more of a knowledge in just kind of coaching those life changes

[01:19:00] personally and professionally.

[01:19:01] Tracy Hayes: how do you... and, and we're dealing or have here over the last few years in, in our family is my age, you can think of mother generation, well, my parents still with us, my in-laws are still with But we've had some aunts and uncles and, and seeing some of the, the drama that goes on- Mm ... with cousins or, you know, whatever, because obviously it's not, you know, it's not my parents that I'm dealing directly with like, you know, what's theirs is now mine type of thing going on or whatever, and obviously, you know, having siblings. but w- when all of a sudden when there's money on the table-

[01:19:34] Tiara Bolton: Mm-hmm ...

[01:19:35] Tracy Hayes: and what go- what are some... And I'm just this question. You may not have an answer for it, I do not know, just 'cause we're on the topic. I, I think it's, is just an interest 'cause I'm sort of dealing or have these situations in the last few years. When you're working with those, older clientele, may- they are downsizing, maybe they're, "Hey, we don't wanna mow the lawn anymore. Get us a townhouse or condo where the, the, that's all being care of." You, most of them, obviously [01:20:00] Florida, you likes to have a lot of homes with the master bedroom the ground floor- Right or just story anyway and, and go type of thing. But, but them on you know, what they're, what they're doing with the property or prepping the property for then the next step, 'cause this may be their last home. You know, they may be carried out of this home basically. without directly, but kinda giving them some insight from your experiences, to prepare them or, that they're setting up this property so then handed down or or moves on to the next thing without having to go through all the court cases and all other things like probate and all the things that have to go on?

[01:20:35] Tiara Bolton: So I know enough to be dangerous- Mm-hmm ... but I try to stay in my lane.

[01:20:39] Tracy Hayes: Yeah.

[01:20:40] Tiara Bolton: obviously I'm not an attorney, and, everybody's situation, whether they have a financial advisor or, a CPA that they need to talk to, because again, I'm not privy to their finances. Let me just disclose that.

[01:20:51] Tracy Hayes: Yeah.

[01:20:51] Tiara Bolton: But when, it all depends on stage of life they're in and they're at, whether it is their last home, if it's by themselves or not by [01:21:00] themselves, you know, what like to do, what they wanna focus on. Do they wanna be close to family? You know, sometimes it makes sense to go into apartment, not a home, because, I my mom went downhill pretty quickly, and so I know the it can take, and if I would've bought her a house at that stage, it just didn't make financial sense.

[01:21:21] Tracy Hayes: Yeah.

[01:21:22] Tiara Bolton: you and what she was living on. So make sure the property is in title, it's titled correctly so don't have to go through the probate, ' cause probate can very expensive. and-

[01:21:32] Tracy Hayes: Stressful ...

[01:21:32] Tiara Bolton: stressful for parties. Mm-hmm. And if you have too many people or hands in the pot- Mm-hmm you make sure it's going to the right, and not being, have to be handled in court. title is very important. And again, whether it's, you know, mentally, you make sure that they're mentally competent to make those decisions. If you feel that, they're kind on the edge, go to an attorney. Yeah. Make you have the documentation. Power of, whether it be a power of [01:22:00] attorney, power of attorney, whether it's for ha- health or finances

[01:22:03] Tracy Hayes: or full. you, have you found, y- you know, again, with your own personal dealings, and I know, you know, what, I've been dealing with, they are actually thinking about some of these They may not have the answers.

[01:22:13] Tiara Bolton: Just do it.

[01:22:14] Tracy Hayes: but to help them, ' cause a of times they don't wanna talk to their kids for whatever reasons, they just- It's emotional. It's personal ... it's person- it's personal, but it's, the, the person who's gonna be personal about it is the kids. ' Cause when they're carried out, the kids, you whatever, are now... But that you, you as a professional, you, wanna help guide them or obviously make a suggestion, hey, y- you know, have you talked to your, a financial advisor- Right or to and, a estate attorney.

[01:22:39] Tiara Bolton: Right.

[01:22:39] Tracy Hayes: You know, to, so we- Make sure things- To make sure we title this correctly, make sure things are all there. Affairs. So you guys don't have to worry about stuff

[01:22:45] Tiara Bolton: and, you know. Your will, everything is, you know, documented and it's in affairs. Because it's emotional for them, and obviously parents having to listen to their kids or their kids having to care of their parents. Mm. I mean, that's their independence. You don't want... And they're like, they like they're taking away, [01:23:00] they're taking that away- Yeah ...from them, they're losing control. And it's personal. my kids- Yeah ... don't need to know my fi- parent, my, you know, finances. It's my money, not their money kind of thing. Right. So yes, it's guiding them to third party, a neutral party. Sometimes is one kid maybe who already has-

[01:23:18] Tracy Hayes: They,

[01:23:18] Tiara Bolton: they trust that ... they can trust- Mm ... and they can make their executor, and they go. Whether they feel more comfortable with one kid over the other.

[01:23:25] Tracy Hayes: Mm-hmm.

[01:23:25] Tiara Bolton: You know, go to the meeting. Let all be involved if it needs to be, but you need to that paperwork ahead of time. Don't wait till the last minute.

[01:23:33] Tracy Hayes: Well, was just thinking, as a real estate agent, and then if this is an area that, you know, obviously you, you like it because these people obviously, whether you appeal to them, again, because of your, I'm go back to your slogan. Let me get a, your,

[01:23:45] Tiara Bolton: Well, it's serve before you

[01:23:46] Tracy Hayes: serve before you sell Serve before you sell But You serve ... ... But in serving the older clientele, this is part of serving them. It- And now they don't expect it

[01:23:54] Tiara Bolton: No

[01:23:55] Tracy Hayes: You know, they just expect you to help them buy the house or sell the house or whatever. But because [01:24:00] you are working with this clientele, you know some things, and obviously through personal experience as well, that, hey, know, "Hey, have you guys actually spoken an estate attorney? You might wanna c- give this guy a call."

[01:24:11] Tiara Bolton: Yeah, absolutely. Yeah. I mean, if, you know, whether it's a widow and one's been deceased- Mm-hmm and they didn't have a will, or maybe she didn't ha- handle the finances, maybe she doesn't know her finances. I there's a lot of things you gotta get into.

[01:24:21] Tracy Hayes: Mm-hmm.

[01:24:22] Tiara Bolton: but on the emotional side of it, you know, once we get past the paperwork and making sure everything, this is where we need to go, this is the direction we need to go, and if, I there's been times where I've had conversations baby boomers, and I'm not comfortable with the conversation because maybe they've already mentally, you past the point where just wanna make sure that they're competent enough sign the documents and understand. Right. I've had to bring the kids in. And, you know, that's important too because I think, Where do I want to go with this?

[01:24:53] Tracy Hayes: well, I want to, I want to go, 'cause you bring the kids in. Obviously, you know, like you said, the independence, they get the, oh, I don't want my kids my business, [01:25:00] but really your kids are going to know your business. you want to tell them your business, or you want somebody else to tell them your business? Or for to figure it out through court case, you know, courtrooms and everything else, or you can s- have that conversation with them now and say, "This is the way it's going to be. you know, this is what we feel is, is, the best way to diverse our, you our estate should we move on." Right,

[01:25:21] Tiara Bolton: and then again, I will guide them to the right- Mm-hmm ... appropriate people- Yeah ... to have those conversations, but maybe if the kids were not involved, they to be brought and involved. I know how difficult it can be, and it, how taxed it can on your family- Mm-hmm ... and everybody involved, so I kind of like prepare them for that, and I can sympathize on way too many levels. So-

[01:25:42] Tracy Hayes: Yeah ...

[01:25:43] Tiara Bolton: it's helpful, and they can see that I'm genuine.

[01:25:45] Tracy Hayes: Yeah.

[01:25:45] Tiara Bolton: and this even before I've even had to deal with my mom learn all this, how to handle her assets, how to maneuver her assets, because once you start with Medicaid and Medicare, it could be kids a little bit different.

[01:25:58] Tracy Hayes: Yeah.

[01:25:58] Tiara Bolton: Estate sales and

[01:26:00] handling their personal items and-

[01:26:02] Tracy Hayes: Or you'd to do it when your parents are, hopefully fully- Competent ... competent. Absolutely. and, and, until, you know, because dealing with it after a, you know, I've dealt with it in the la- not directly, but indirectly with, cousins and uncle and aunt, and all of a sudden once someone's goes so south so quickly-

[01:26:19] Tiara Bolton: You're

[01:26:19] Tracy Hayes: oh, I was, they were going do that, but now they're no longer with us, and they didn't get that done, and now of a sudden there's a battle, and I don't, because of our, some people's pride- Yeah ... or they're want to be independent, now it just, what they wanted to give their kids is now a couple of $100,000 less because they had to pay some attorney to Go back over this. So,

[01:26:39] Tiara Bolton: yeah. I actually just had a conversation recently with someone, they're actually a neighbor of mine, and, we had a really deep conversation and he's, it's the brother, not the kids, trying to her out, and he's, she's going through some things, and I've recognized it, so I try to walk, look out for her- Mm-hmm and everything. and everything. But he's like, "Yeah, she was in there just shredding all the paperwork." I [01:27:00] like, Oh, no." I'm like, "Do you have your paperwork ma-," you know the situation. He's " No, we're trying to, but she's so stubborn and so independent and just so prideful." And

[01:27:08] Tracy Hayes: trying to hide, and trying to hide, Yeah why did you work so hard- Yes ... to earn that money, save it, and you probably gave up on things, vacations, whatever, to save that money, and now-

[01:27:20] Tiara Bolton: You're gonna let it go to the court?

[01:27:21] Tracy Hayes: Now you're gonna let it go to some- Tie it up ...attorney and a courtroom and- Yes ... other things. Yeah. and when it really isn't that, difficult with, getting a proper... You know, and you don't even need to tell your kids. And it doesn't have to- You just have to have the conversation with the estate attorney so that he everything in a row, that he knows when something happens-

[01:27:37] Tiara Bolton: Take over ...

[01:27:38] Tracy Hayes: they have the key to whatever goes next. Yes. Yeah. And they tell the kids, " Okay, this is what your mom Now, you may not like it, kids, but this is the way Mom and Dad said it's gonna happen." Yeah, I'm

[01:27:45] Tiara Bolton: not gonna throw you anywhere- ...a random place and, just let you and, like- Yeah ... forget about you and lock the key. Yeah. I'm like, you know, there's different ways you can write the power of attorney.

[01:27:51] Tracy Hayes: I think more people need to have these conversations like we're having- Yeah with their older, uh, with their pa- But even,

[01:27:57] Tiara Bolton: My mom was young ...

[01:27:58] Tracy Hayes: anyone can be, we live off

[01:28:00] 95. We're 95 all the time.

[01:28:02] Tiara Bolton: Yes.

[01:28:02] Tracy Hayes: And can take someone's life in a flash. And it doesn't matter whether you're 80 years old or 38 years old-

[01:28:10] Tiara Bolton: You could be- You know? yeah ... walking across the street. You could be riding your bi- Yeah. I mean, there's just- Yeah ... I mean, God has a and you never know when your time is up. Yeah. But I really do think these conversations need to be had sooner.

[01:28:20] Tracy Hayes: Mm-hmm.

[01:28:20] Tiara Bolton: From my, you know, I had to deal with my mom, at very young age. My mom started getting Alzheimer's, dementia symptoms- Mm ... in her 50s So my mom passed away at 67 just in- 2023.

[01:28:32] Tracy Hayes: yeah.

[01:28:32] Tiara Bolton: So those are all things that you don't think about, and-

[01:28:35] Tracy Hayes: And it can happen, like, only you literally think it happened overnight. Like,

[01:28:39] Tiara Bolton: all of a su- It did happen overnight ... you

[01:28:40] Tracy Hayes: know, all of a sudden they don't, they're not competent anymore.

[01:28:42] Tiara Bolton: Right. So she had Alzheimer's dementia, like I said. Mm-hmm. But she was in the mortgage industry, mortgage fraud underwriting, so she was always with high stress and, you she managed that well working the FBI. But my parents got divorced after 34 years, and it flipped a switch.

[01:28:57] Tracy Hayes: Oh, my goodness.

[01:28:58] Tiara Bolton: So she just gave up. [01:29:00] The depression just kicked in, and then it just every, it just took her.

[01:29:03] Tracy Hayes: Yeah.

[01:29:03] Tiara Bolton: And so little things like that, and all I say is it takes one traumatic event, not something, you know, death

[01:29:10] Tracy Hayes: or- And, and they're, and traumatic to them is different to us.

[01:29:12] Tiara Bolton: Yeah,

[01:29:13] Tracy Hayes: with a loss of a- what- ... what- ...

[01:29:13] Tiara Bolton: a loved one or- ...

[01:29:14] Tracy Hayes: whatever stress that, that might bring ...

[01:29:15] Tiara Bolton: Yeah. Yeah. mean, it c- could be financial. It could be a loss of a one. Mm. Or it could just be something in your life. It just turns upside down.

[01:29:21] Tracy Hayes: Yeah. we're definitely dealing with that in, in, in our family and will of, you know, the f- because we're at the age. I'm at the age that my, my parents are now at that age that, you know, they just could not wake up tomorrow morning. It's possible. So you don't, but you don't wanna wait that long. No, That's a-

[01:29:35] Tiara Bolton: right.

[01:29:35] Tracy Hayes: That's a, a very important talk. But let's, last question.

[01:29:38] Tiara Bolton: Okay.

[01:29:38] Tracy Hayes: Last question. I want you to look right in the camera.

[01:29:40] Tiara Bolton: Okay.

[01:29:40] Tracy Hayes: Tell us why you love real estate.

[01:29:42] Tiara Bolton: I truly love real estate, 'cause I really do. I know it's such a cliche, but I love helping people. I love puzzles, so, when I'm presented with an opportunity, I just love to be able to figure out how I can help that some- how I can serve them, help out in the best way possible.

[01:29:59] Tracy Hayes: Appreciate you coming on

[01:30:00] today.

[01:30:00] Tiara Bolton: Yeah. Thank you.

[01:30:00] Tracy Hayes: Good show. Yeah. you feel good?

[01:30:02] Tiara Bolton: Yes.

[01:30:04] Tracy Hayes: All right. Let's close out. Thanks.